Overview

Strategic Partner Manager

Location: Australia Work Arrangement: Remote

About the Role

The Strategic Partner Manager develops and executes partner strategies within an assigned geographic region or market segment to drive partner-influenced revenue growth and expand Hyland's partner ecosystem. This role is responsible for building and managing strategic relationships with partners — including independent software vendors, global systems integrators, cloud service providers, and regional service providers — while driving joint go-to-market activities that generate pipeline and accelerate sales outcomes.

As a strong field contributor, the Strategic Partner Manager understands enterprise sales cycles and knows how to engage partners — ISVs, GSIs, and hyperscalers — to build pipeline, advance deals, and improve win rates. This role works closely with Hyland sellers and partner teams to convert joint pipeline into closed business, serving as a trusted advisor to both internal stakeholders and partner leadership. The Strategic Partner Manager balances near-term revenue objectives with long-term ecosystem growth and partner maturity.

Your Role Responsibilities? Here's What You'll Do

• Develop and execute regional partner strategies aligned to business objectives, driving partner-influenced pipeline through structured co-sell motions, account mapping, and territory alignment to increase bookings, improve win rates, and accelerate opportunity progression across assigned territories and market segments.
• Support the progression of joint opportunities by coordinating closely with Hyland sellers and partner teams throughout the full enterprise sales cycle, ensuring partners are actively engaged in priority accounts and live opportunities to maximise deal velocity and conversion.
• Build and maintain strategic relationships with partner sales teams, leadership, and key stakeholders, delivering enablement support — including sales plays, solution positioning, and qualification guidance — to drive field-level execution and accelerate partner productivity and revenue contribution.
• Identify, evaluate, recruit, and activate new partners within assigned territories, leading onboarding activities including sales readiness, go-to-market planning, and training initiatives to expand ecosystem coverage and support strategic growth priorities.
• Maintain visibility into partner-related pipeline, contributing to forecasting efforts, pipeline reviews, and deal inspection cadence, while identifying and escalating execution gaps, capability risks, and blockers to ensure deal momentum is maintained.
• Collaborate with Sales, Solutions Engineering, Product Management, Marketing, and cross-functional GTM teams to develop repeatable partner programs, sales plays, and enablement assets, while capturing and communicating partner and customer feedback to influence product direction and drive continuous improvement.

Role Essentials

• Bachelor's degree in Business, Marketing, Sales, Management, or a related field, or equivalent combination of education and experience.
• 7–10 years of experience in enterprise software sales, partner sales, strategic partnerships, business development, or a related GTM discipline within complex enterprise technology environments.
• Demonstrated experience developing and executing co-sell motions and joint go-to-market strategies, with a strong understanding of enterprise sales cycles, partner ecosystems, and indirect go-to-market models.
• Experience working with strategic partners — including ISVs, GSIs, hyperscalers, and Cloud Service Providers — across multiple geographies, with a proven ability to build high-value relationships and drive field-level partner engagement.
• Strong relationship management, negotiation, and business development skills, with the demonstrated ability to influence internal and external stakeholders without direct authority in a fast-paced, matrixed environment.

Partner Ecosystem & Technology Familiarity

• Cloud Providers & Hyperscalers: AWS and broader cloud marketplace ecosystems
• Enterprise Platforms: SAP, Salesforce
• Global Systems Integrators (GSIs): Deloitte, Accenture
• Ecosystem Knowledge: Channel ecosystem, marketplace co-sell motions, and indirect go-to-market models

What We'd Like to See

• Proven understanding of the channel ecosystem, with the ability to demonstrate tangible partnership and go-to-market examples — including co-sell motions with hyperscalers, GSIs, or ISVs — that have delivered measurable pipeline and revenue outcomes.
• Hands-on experience working with cloud providers, GSIs, and marketplaces — ideally including AWS, SAP, Salesforce, Deloitte, or Accenture — in a co-sell or alliance capacity across enterprise accounts.
• MEDDPICC sales methodology background, with the ability to evaluate business opportunities, inspect pipeline quality, and translate strategic goals into actionable, measurable execution plans.
• Experience developing and scaling repeatable partner programs, sales plays, and enablement assets that support consistent and efficient execution across a diverse and growing partner portfolio.
• A collaborative, field-oriented mindset with the ability to operate effectively across cross-functional teams, contribute to shared best practices, and provide feedback that continuously improves partner engagement and co-sell effectiveness.

About Hyland

Hyland is the pioneer of the Content Innovation Cloud™, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation. © Hyland. All rights reserved.

Trusted by thousands of organizations worldwide, including many of the Fortune 100, Hyland's solutions create the foundation for a connected, agentic enterprise, where teams harness the power of AI to redefine how they operate and engage with those they serve. For additional information on Hyland's platform and services, please visit Hyland.com.

#HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do – whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

Equal Opportunity Statement

Hyland is an equal opportunity employer. We value diversity and are committed to providing an inclusive workplace for all employees and applicants. Employment decisions are made without regard to any characteristic protected by applicable laws and regulations. Information collected during the hiring process is used solely to assess qualifications, verify identity, and comply with legal requirements.