About This Role
This is not a traditional networking or relationship, referral-driven role. The Partnership Development Manager at GEEK Up is a "Deal Architect" who bridges complex business problems with high-value product solutions. The Partnership Development Manager (PDM) is the primary driver of the Lead Development phase (pitching management) within the Harmonia framework. You are responsible for coordinating internal expertise and client stakeholders to ensure every partnership starts with clarity, trust, and strategic alignment.
Key Responsibilities
- Opportunity Ownership: Lead and manage the progression of opportunities from the Business Brief stage to Deal Closing.
- Partnership Structuring: Translate client business problems into structured partnership offerings, defining the collaboration model and high-level engagement roadmap.
- Cross-Functional Coordination: Orchestrate internal "Expertise Scopes," including Product Consulting (for solution context), Proposal Handling (for delivery assumptions), and Sales Ops.
- Stakeholder Alignment: Navigate complex client organizations to identify sponsors and influencers, ensuring all key stakeholders are aligned on the proposed approach.
- Commercial Negotiation: Lead commercial discussions, including pricing strategy and contract negotiations, while protecting GEEK Up’s margin and positioning integrity.
- Artifact Management: Ensure all decisions are backed by artifacts (e.g., Opportunity Strategy Canvas, Stakeholder Map) rather than opinions.
Workflow & The Harmonia Journey
The PDM operates across the core touchpoints of the Client Journey:
- Business Brief: Validating the "Why" and ensuring a clear sponsor exists.
- Partnership Offering: Defining the "What" and "How" of the collaboration.
- Partnership Alignment: Resolving delivery constraints and aligning expectations.
- Commercial Dealing: Finalizing the financial and legal framework.
- Deal Closing: Transitioning the "Healthy Partnership" to the delivery teams.
Key Performance Indicators (KPIs)
- Primary Metric: Total Contract Value (TCV) signed.
- Velocity: Lead-to-Close cycle time.
- Quality: Win rate of "Match/Fit" opportunities.
- Integrity: Adherence to "Golden Rules" (e.g., ensuring Partnership before Delivery).
+ Decisions before execution: Never rush into a proposal without a clear strategy.
+ Artifacts before opinions: Use the data and the "Canvas" to justify the next move.
+ Partnership before delivery: Fix the relationship and expectations before writing a single line of code.
+ Trust before growth: Prioritize building deep trust over rapid account expansion.
