Director, Business Product Manager

Own the vision and strategy

• Define and own the long-term business vision and strategy for the PRM platform, anchored in the needs of partners and internal partner-organization stakeholders.
• Build and maintain a prioritized product roadmap that balances competing demands from Sales Plays & Offerings, Programs, Enablement, Digital Process & AI Operations, and field/partner-facing teams.
• Stay current on PRM market direction (Salesforce PRM, Impartner, Workspan, Zift, Crossbeam, and emerging AI-native entrants) to inform build-vs-buy and platform evolution decisions.

Gather and write requirements

• Run structured discovery with stakeholders across the partner organization to surface needs, pain points, and opportunities, and translate them into clear, prioritized requirements.
• Author business requirements documents (BRDs), user stories, and acceptance criteria that engineering and IT can build against without ambiguity.
• Maintain and groom the product backlog, balancing new capability requests against platform stability, data quality, and technical debt considerations raised by engineering.

Work cross-functionally to deliver

• Act as the primary business-side liaison to Engineering/IT and any implementation partners or vendors, ensuring business intent survives translation into technical delivery.
• Partner closely with the Digital Process & AI Operations lead to align on which PRM capabilities should be built as native platform features versus automations layered on top.
• Lead or participate in UAT (user acceptance testing) cycles to confirm delivered functionality meets business requirements before release.
• Drive change management and adoption for new PRM capabilities — communication, training materials, and enablement content in partnership with the Enablement team.

Measure and iterate

• Define and track adoption and health metrics for the PRM platform (partner activation, feature adoption, ticket/escalation volume, NPS or satisfaction where available).
• Report platform performance and roadmap progress to the VP of Partner Strategic Operations and other partner-organization stakeholders on a regular cadence.
• Continuously reprioritize the roadmap based on usage data, stakeholder feedback, and evolving partner-ecosystem strategy.

What You'll Bring

• 8+ years of experience in product management, business systems, or business analysis roles, ideally with direct exposure to PRM, CRM, or other partner/channel technology platforms at a B2B SaaS or infrastructure/data company.
• Deep working knowledge of how a PRM platform functions — partner onboarding, deal registration, MDF/incentive tracking, tiering, co-sell workflows — even without hands-on engineering or configuration experience.
• A track record of authoring clear BRDs, user stories, and acceptance criteria, and successfully partnering with engineering/IT teams to deliver against them.
• Strong cross-functional stakeholder management — comfortable gathering and reconciling competing requirements from multiple partner-organization teams and prioritizing transparently.
• Executive presence and communication skills; able to represent the business vision to senior leadership and translate technical constraints back to business stakeholders in plain language.
• Experience running or participating in UAT, change management, and adoption efforts for enterprise platform rollouts.
• Comfortable operating as a strategic business owner rather than a technical builder — this role does not require coding, scripting, or platform administration skills, but does require enough technical fluency to have credible, detailed conversations with engineering.

Nice to Have

• Direct experience with a specific PRM platform (Salesforce PRM, Impartner, Workspan, Zift, Crossbeam, or similar) as a business owner or requirements lead.
• Experience with adjacent GTM systems (CPQ, CLM, Salesforce Sales/Service Cloud) and how they integrate with PRM.
• Familiarity with how AI is being applied to PRM and partner ecosystem tooling (e.g., AI-assisted deal registration, partner health scoring).
• Background in cloud infrastructure, database, or developer-focused technology markets.