Distribution Partner Manager
Manage strategic distribution partnerships with agencies, SIs, and resellers to drive revenue growth and platform adoption across North America, including public sector. Requires 10+ years in partnerships/business development with proven revenue outcomes.
About the job
What you’ll do at Figma:
- Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
- Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
- Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
- Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth
- Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners
We'd love to hear from you if you have:
- 10+ years of professional experience in partnerships, business development, channel, or related GTM roles
- 3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
- Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
- Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes
While not required, it’s an added plus if you also have:
- Experience working with partners to influence or capture business within the U.S. Federal government
- Worked at a service organization or channel partner in a direct GTM capacity
- Sold to product, design, or technical audiences
- Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
- Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)
Skills
Go-to-Market Strategy, Partner Management, Business Development, Channel Partnerships, Revenue Growth, Co-Selling, Co-Marketing, Public Sector Sales, Federal Government Sales, MEDDICC
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