Partner Manager
Own enterprise Solutions Partner relationships and drive partner-sourced and partner-influenced pipeline through co-selling, referrals, account mapping, and joint go-to-market execution. Requires 4–7+ years in B2B SaaS sales, partnerships, business development, or ecosystem roles.
About the job
Responsibilities
Partnership Ownership
- Own a portfolio of enterprise-focused Solutions Partners, with responsibility for partner-sourced and partner-influenced pipeline, deal progression, and revenue.
- Refine enterprise co-sell frameworks and the partner engagement model.
Co-sell Execution
- Lead enterprise co-sell motions from referral through close, partnering with GTM Engineers on opportunity strategy.
- Run account mapping and pipeline reviews to identify whitespace, expansion paths, and partner-led entry points.
- Develop scalable tooling, playbooks, and repeatable workflows from successful partnership practices.
- Maintain rigor across deal registration, partner engagement, and pipeline hygiene.
- Align partner capacity and capabilities with opportunities and relevant domain expertise.
Market Activation and Collaboration
- Drive joint go-to-market efforts, including co-hosted webinars, executive roundtables, and thought leadership.
- Collaborate with GTM Operations, Solutions Engineering, Legal, and Sales Leadership on deal routing, attribution, and forecasting.
- Support partner-led sales motions, including reseller opportunities for lower-touch segments.
Requirements
- 4–7+ years of experience in sales, B2B partnerships, business development, or ecosystem roles at a B2B SaaS company.
- Hands-on experience with solutions partners, agencies, or systems integrators, particularly enterprise co-sell, referral, or partner-sourced revenue motions.
- Strong familiarity with account mapping, pipeline reviews, and collaboration between internal sales teams and external partners.
- Experience operating cross-functionally with Sales, GTM Operations, Legal, and Solutions teams.
- Sales-minded and outcomes-oriented, with comfort being measured on pipeline creation, deal influence, and revenue impact.
- Ability to operate with structure and rigor while building trust-based partner relationships.
- Comfort engaging at the executive level with partners and internal sales leadership.
Nice-to-haves
- Experience working alongside sales engineering, revenue operations, or go-to-market teams.
- Familiarity with Clay, Crossbeam, Retool, Dust, or similar platforms.
Skills
B2B SaaS, Partner Management, Enterprise Sales, Co-Selling, Account Mapping, Pipeline Management, Business Development, Revenue Operations, Sales Engineering, Gtm Operations, Crossbeam, Retool, Dust
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