• A Partner Development Manager (PDM) is a professional who manages and strengthens relationships with business partners. 

• Their responsibilities include coaching, strategic planning, partner training, performance monitoring, issue resolution, and identifying growth opportunities. 

• The PDM role is a growth-focused role, with the goal of helping partners grow your sales efforts and supporting you to retain and grow your install base.

Partner Relationship management:

• Develops partner solution strategies, builds cross-functional teams, and fosters critical relationships at the C-level. Aligns with internal resources such as service consultants (SC), solutions engineers (SE), and customer success teams (CSM), to support partners on their IB strategy. 

Business planning and pipeline development:

• Creates business plans for joint initiatives, pipeline development, opportunity management, and business growth. Analyzes the partner’s total install base (IB) and works with them to understand commissionable opportunities. 

Enablement and collaboration:

• Ensures partners have access and awareness of HubSpot programs (betas, new accreditations, etc.) and connects them to pitch decks, training, and assets to support the sales and positioning process.

As of February 2024, partners who source over $10,000 MRR annually in a region outside of the primary region where their current PDM is located are eligible to apply for additional PDM support in that region. This program is on an invitation-only basis based on sourced performance, if you believe you qualify, you can request details from your PDM.

We anticipate that some partners will keep their existing CAM or CC as their new PDM while others will receive a new HubSpot contact. In cases where you’re working with a new HubSpot contact, your current CAM and CC will follow the normal process and schedule a call to help you transition to your new PDM.