Job Details
Senior Manager, Strategic Technology Partnerships
**Role Overview:**
The Senior Manager, Technology Partnerships drives UKG's growth within the HCM technology ecosystem. This role manages a strategic partner portfolio responsible for $25M direct revenue and $25M influenced revenue annually while leading a team of four partnership managers (with anticipated growth).
Reporting to the VP, Technology Partnerships, this leader serves as a key liaison to General Managers and cross-functional stakeholders to align partnership strategy, optimize workflows, and scale revenue impact. The role focuses on structuring and executing partnership models including OEM, referral, reseller, embedded, and co-innovation agreements to unlock new revenue streams and expand UKG's ecosystem presence.
**Key Responsibilities**
**Leadership & Team Development**
+ Lead, mentor, and scale a team of 4+ partnership managers.
+ Establish KPIs tied to revenue, pipeline influence, partner performance, and innovation.
+ Implement governance, operational processes, and partnership lifecycle standards.
**Ecosystem Strategy & Growth**
+ Define and execute HCM ecosystem strategy across OEM, reseller, referral, embedded, and marketplace models.
+ Identify and develop emerging and strategic technology partners.
+ Expand UKG's presence within enterprise platforms and adjacent ecosystems.
**Revenue & Go-To-Market Execution**
+ Manage a portfolio of emerging technology partners, accountable for delivering $25M direct and $25M influenced revenue annually.
+ Develop joint business plans with pipeline, bookings, and adoption targets.
+ Enable Sales and Field Alliances to drive partner-sourced and influenced pipeline.
+ Build compelling technical and commercial value propositions.
**Executive Relationship Management**
+ Build and manage C-level and VP-level partner relationships.
+ Lead executive business reviews and performance evaluations.
+ Negotiate scalable partnership agreements aligned to UKG strategy.
**Cross-Functional Execution**
+ Partner with Product, Engineering, Sales, Marketing, Legal, and Compliance to operationalize integrations and launches.
+ Support co-innovation initiatives and enterprise customer engagements.
+ Deliver executive reporting on revenue impact, pipeline performance, and ecosystem growth.
**Required Qualifications**
+ **7+ years of experience** in a SaaS or enterprise technology company in partnerships, alliances, business development, or go-to-market roles.
+ **5+ years managing strategic technology partnerships** , driving revenue, pipeline growth, and joint business plans.
+ **3+ years leading and developing direct reports** , building high-performing teams and establishing performance standards.
+ Experience structuring and managing partnership models including OEM, reseller, referral, co-sell, embedded, or marketplace relationships.
+ Proven ability to collaborate cross-functionally (Sales, Product, Marketing, Legal) to execute go-to-market strategies and partnership initiatives.
+ Strong business and financial acumen, including developing business cases, value propositions, and partnership strategies.
+ Bachelor's degree required; equivalent experience considered.
**Preferred Qualifications**
+ Experience in HR/Payroll, HCM, WFM, or enterprise cloud platforms.
+ Background in API-first or platform ecosystem strategies.
+ Familiarity with AI/ML, multi-cloud architectures, or emerging enterprise technologies.
+ Experience launching new revenue streams or entering new technology adjacencies.
+ Experience working with global or international technology partners.
+ Prior involvement in co-innovation programs or product strategy initiatives.
Company Overview:
UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry - because great organizations know their workforce is their competitive edge. Learn more at ukg.com.
Equal Opportunity Employer
UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.
View The EEO Know Your Rights poster (https://www.eeoc.gov/sites/default/files/2022-10/EEOC\_KnowYourRights\_screen\_reader\_10\_20.pdf)
UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Disability Accommodation in the Application and Interview Process
For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com .
The base salary for this position is $145,600 to $209,300 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan. The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation. The base pay offered may vary depending on skills, experience, job-related knowledge, and work location. Learn more about UKG's benefits and rewards at https://www.ukg.com/about-us/careers/benefits
It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.
The Senior Manager, Technology Partnerships drives UKG's growth within the HCM technology ecosystem. This role manages a strategic partner portfolio responsible for $25M direct revenue and $25M influenced revenue annually while leading a team of four partnership managers (with anticipated growth).
Reporting to the VP, Technology Partnerships, this leader serves as a key liaison to General Managers and cross-functional stakeholders to align partnership strategy, optimize workflows, and scale revenue impact. The role focuses on structuring and executing partnership models including OEM, referral, reseller, embedded, and co-innovation agreements to unlock new revenue streams and expand UKG's ecosystem presence.
**Key Responsibilities**
**Leadership & Team Development**
+ Lead, mentor, and scale a team of 4+ partnership managers.
+ Establish KPIs tied to revenue, pipeline influence, partner performance, and innovation.
+ Implement governance, operational processes, and partnership lifecycle standards.
**Ecosystem Strategy & Growth**
+ Define and execute HCM ecosystem strategy across OEM, reseller, referral, embedded, and marketplace models.
+ Identify and develop emerging and strategic technology partners.
+ Expand UKG's presence within enterprise platforms and adjacent ecosystems.
**Revenue & Go-To-Market Execution**
+ Manage a portfolio of emerging technology partners, accountable for delivering $25M direct and $25M influenced revenue annually.
+ Develop joint business plans with pipeline, bookings, and adoption targets.
+ Enable Sales and Field Alliances to drive partner-sourced and influenced pipeline.
+ Build compelling technical and commercial value propositions.
**Executive Relationship Management**
+ Build and manage C-level and VP-level partner relationships.
+ Lead executive business reviews and performance evaluations.
+ Negotiate scalable partnership agreements aligned to UKG strategy.
**Cross-Functional Execution**
+ Partner with Product, Engineering, Sales, Marketing, Legal, and Compliance to operationalize integrations and launches.
+ Support co-innovation initiatives and enterprise customer engagements.
+ Deliver executive reporting on revenue impact, pipeline performance, and ecosystem growth.
**Required Qualifications**
+ **7+ years of experience** in a SaaS or enterprise technology company in partnerships, alliances, business development, or go-to-market roles.
+ **5+ years managing strategic technology partnerships** , driving revenue, pipeline growth, and joint business plans.
+ **3+ years leading and developing direct reports** , building high-performing teams and establishing performance standards.
+ Experience structuring and managing partnership models including OEM, reseller, referral, co-sell, embedded, or marketplace relationships.
+ Proven ability to collaborate cross-functionally (Sales, Product, Marketing, Legal) to execute go-to-market strategies and partnership initiatives.
+ Strong business and financial acumen, including developing business cases, value propositions, and partnership strategies.
+ Bachelor's degree required; equivalent experience considered.
**Preferred Qualifications**
+ Experience in HR/Payroll, HCM, WFM, or enterprise cloud platforms.
+ Background in API-first or platform ecosystem strategies.
+ Familiarity with AI/ML, multi-cloud architectures, or emerging enterprise technologies.
+ Experience launching new revenue streams or entering new technology adjacencies.
+ Experience working with global or international technology partners.
+ Prior involvement in co-innovation programs or product strategy initiatives.
Company Overview:
UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry - because great organizations know their workforce is their competitive edge. Learn more at ukg.com.
Equal Opportunity Employer
UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.
View The EEO Know Your Rights poster (https://www.eeoc.gov/sites/default/files/2022-10/EEOC\_KnowYourRights\_screen\_reader\_10\_20.pdf)
UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Disability Accommodation in the Application and Interview Process
For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com .
The base salary for this position is $145,600 to $209,300 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan. The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation. The base pay offered may vary depending on skills, experience, job-related knowledge, and work location. Learn more about UKG's benefits and rewards at https://www.ukg.com/about-us/careers/benefits
It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.
Job #NLX288917137