ISV Strategic Alliances and Market Development Manager

Build Partnerships. Develop Markets. Create New Growth Opportunities.

We are seeking a Strategic Partnerships & Market Development Manager to develop and activate our independent software vendor, or ISV, ecosystem. This strategic individual contributor will build high-value technology partnerships, develop joint go-to-market programs, align cross-functional teams, and expand our presence in current and emerging markets.

Sitting at the intersection of strategic alliances, product management, marketing, business development, channel development, and market development, this role will help create future revenue opportunities through scalable, partner-aligned solutions. 

What You’ll Do

Develop Strategic Alliances

• Recruit, develop, and manage relationships with existing and prospective ISV partners.
• Build executive-level relationships and partnership frameworks that create mutual value.
• Develop joint sales motions, solution narratives, market positioning, and co-marketing initiatives.
• Identify ways to strengthen partner solutions through hardware validation, pre-loading, compatibility alignment, out-of-box experience improvements, and differentiated enablement resources.

Lead Go-to-Market and Market Development

• Design and execute go-to-market strategies for physical security, digital media, and other high-potential, ISV-aligned market segments.
• Identify growth segments, target ISVs, ecosystem partners, and market opportunities.
• Develop market penetration strategies and initiatives that expand organizational reach and future revenue potential.
• Create messaging, sales tools, partner enablement resources, and marketing programs in partnership with internal stakeholders and the marketing agency.

Drive Cross-Functional Execution

• Collaborate with sales, product management, engineering, marketing, and business development teams.
• Align value propositions, partner priorities, solution readiness, and market execution.
• Coordinate technical validation, hardware and software compatibility testing, solution optimization, and out-of-box experience improvements with technical teams.

What Success Looks Like

Success in this role is driven by your ability to influence without direct authority, develop a strong partner ecosystem, establish trusted relationships, and turn partnership strategies into coordinated market action. The role emphasizes strategic alliances, market development, go-to-market leadership, product and technical alignment, and cross-functional execution rather than traditional quota-carrying regional sales activity.

What You’ll Bring

• Bachelor’s degree in business, sales, marketing, or a related field, or an equivalent combination of training and hands-on experience.
• At least five years of experience in strategic alliances, partner development, ISV ecosystem development, channel development, technology alliances, or partner-focused business development.
• Ability to understand partner, customer, and technical requirements and connect them to relevant hardware, services, validation, deployment, and lifecycle capabilities.
• Demonstrated ability to identify growth segments, develop market penetration plans, establish competitive positioning, and execute partner-led go-to-market strategies.
• Strong analytical, communication, presentation, problem-solving, and relationship-building skills.
• A creative, results-oriented mindset with the ability to collaborate, make proactive recommendations, and negotiate through influence.
• A self-directed work style with the ability to prioritize responsibilities and deliver results independently.
• Ability to travel as needed for partner meetings, industry events, and ISV engagement.

Experience as an Alliance Manager, Partner Development Manager, ISV Partner Manager, Technology Alliance Manager, Channel Development Manager, Ecosystem Manager, partner-focused Product Marketing Manager, or Strategic Partnerships Manager may be especially relevant.

Technology

• Customer relationship management system, preferably HubSpot
• Microsoft Office applications

Work Environment

This is a remote, territory-based position that may include work from a home office or external customer location. The role requires the ability to participate effectively in video conferences and virtual meetings, use standard business technology, review documents and digital displays, apply sound reasoning and judgment, and remain focused for extended periods.

Equal Employment Opportunity

Trafera is committed to equal employment opportunity and to providing an inclusive work environment. Reasonable accommodations are available for qualified individuals with disabilities, unless doing so would create an undue hardship or a significant health or safety risk. Questions regarding accommodations or employment policies may be directed to Human Resources.