Partnerships Manager

Partnerships Manager

Requirements

• Experience in partnerships, business development, or channel sales within industries such as sales outsourcing, SaaS, services, or demand generation.
• Strong relationship-building skills.
• Ability to align partnership goals with overall business objectives.
• Strong communication, negotiation, and relationship-building skills.
• Capable of leading cross-functional teams and influencing stakeholders without direct authority.
• Ability to build trust and foster long-term partnerships that create mutual value.
• Thrives in fast-paced, evolving business environments.
• Collaborative, organized, and proactive approach to managing partner relationships effectively.
• Always informed about industry trends, competitive dynamics, and partner needs.

Responsibilities

• Establish the ideal partner profile and identify target partners.
• Develop a strategic roadmap for partnership acquisition and growth, ensuring alignment with company revenue goals.
• Establish partnership agreements with clear objectives, roles, and mutual expectations.
• Recruit and formalize relationships with high-value partner companies.
• Drive significant deal flow from partnerships – Materially increasing revenue from partnerships is a strategic priority for the business.
• Exceed annual revenue targets, particularly ACV generated through partnerships.
• Establish co-selling frameworks to optimize partner-driven revenue opportunities.
• Maintain proactive and transparent communication with all partners, positioning as a trusted advisor.
• Conduct Quarterly Business Reviews (QBRs) with partners to assess performance and growth opportunities (aligning with our internal QBRs).
• Foster long-term relationships that create mutual value.
• Act as a connector between partners and internal teams, ensuring enablement and seamless integration of partner-generated leads into the sales pipeline process.
• Collaborate with Marketing to co-develop campaigns, thought leadership initiatives, and joint events that add value to both the company and its partners.
• Liaise with Sales, Product, and Delivery teams to address partner-specific needs and optimize offerings.
• Track, analyze, and report on key partnership metrics, including: Activity monitoring and outcomes, Volume and quality of partner-sourced deals, ACV generated from partnerships, QBR completion rates and outcomes, Number and value of mutual referrals exchanged.
• Present insights and partnership ROI to senior leadership.
• Educate partners on the company’s value proposition, services, and processes to enhance lead qualification and referrals.
• Provide partners with the tools, training, and resources needed to sell and promote the company effectively.
• Stay informed about industry trends and competitive dynamics to refine partnership strategies.
• Represent the company at industry events, trade shows, and conferences to strengthen existing partnerships and develop new ones.
• Act as the primary problem-solver for partnership-related challenges, ensuring timely resolution of conflicts and misalignments.
• Navigate complex partner dynamics diplomatically, preserving relationships while protecting the company’s interests.
• Ensure that partnerships are mutually beneficial, delivering measurable value to both the company and its partners over time.
• Continuously evaluate partnerships to identify opportunities for deeper collaboration, joint innovation, or co-investment.
• Track and analyze KPIs, including incoming deal volume, ACV generated, QBR attendance, and mutual referral numbers.
• Create and deliver regular reports to the senior leadership team on partnership performance and ROI.

Preferred Qualifications

• Ambitious individuals who bring the right mindset and foundational experience, even if they’re earlier in their career.