• Lead a small, high-output partnerships team while personally owning a subset of top partners and initiatives. • Redesign our partner program (tiers, incentives, give/gets) to reflect our multi-product portfolio and FY27+ growth strategy. • Drive implementation and adoption of a PRM platform integrated with Salesforce. • Establish a repeatable model for service packaging with GSIs/SIs (implementation, modernization, AI/DevOps transformations) in partnership with Professional Services. • Align with Sales, Product, Finance, Marketing, and RevOps so partner motions are embedded in core GTM, not run in parallel. • Manage and develop a lean partnerships team while carrying direct executive relationships with a focused set of strategic partners. • Set operating rhythms: Partner QBRs, joint business plans, pipeline reviews, and internal partner councils. • Define and report on partner-sourced and partner-influenced pipeline and ARR, by region and segment. • Own the redesign of the LaunchDarkly Partner Program for Services/SI, Resell/VAR, Cloud, and Technology/ISV partners. • Define clear tiers, requirements, benefits, and incentives (discounts/margins, referral fees, MDF, certifications). • Work with Finance, Legal, and RevOps to codify commercial models, agreements, and governance. • Partner with Marketing and Enablement to deliver a simple, well-documented program understood by sellers and partners. • Lead selection (if needed), implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, Saleshood. • Partner with RevOps and Sales Enablement to drive training, playbooks, and dashboards that make PRM part of everyday workflows. • In collaboration with Professional Services, Customer Success, and Product, define a small set of standard services offerings for GSIs/SIs (e.g., release modernization, feature flag adoption, experimentation on Snowflake, AI/GenAI SDLC, observability/Guardian). • Co-design and pilot offerings with a shortlist of priority GSIs/regional SIs, validate pricing and scope, and codify repeatable GTM plays. • Clarify subcontracting vs. referral motions, including economics, sales compensation impacts, and customer experience guidelines. • Build a partner enablement path (certifications, playbooks, demo access) so partners can independently sell and deliver LaunchDarkly-based services. • Work directly with Sales Leaders to embed partners across LaunchDarkly’s account base, maintaining a consistent cadence across leadership forecasts, sales QBRs and other engagement opportunities. • Collaborate with Product and Solutions/Architects on joint solutions, integrations, and specialization areas (DevOps, AI, observability, experimentation). • Work with Finance and Deal Desk on partner economics, marketplace transactions, and approvals that balance growth and margin. • Coordinate with Marketing, Field & Events, and Partner Marketing on a focused calendar of high-impact co-marketing and field plays, not a long tail of one-offs. • Use clear prioritization frameworks (Tier A accounts, top partners, highest ROI plays) to protect the team from fragmentation.