Manager, Distribution Partnerships
Lead and develop Figma's AMER Distribution Partnerships team while personally owning complex global alliances with system integrators and service partners. Build partner playbooks and strategies as a player/coach in a high-growth SaaS environment.
About the job
What you'll do at Figma
- Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America; provide consistent coaching, clear goal-setting, and formal performance management
- Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue
- Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
- Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
- Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums
Requirements
- 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
- 3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
- Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
- Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
- Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
- Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments
Nice-to-haves
- Knowledge of US Federal or public sector partner motions and procurement processes
- Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
- Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
- Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows
Skills
Partnerships, Business Development, Strategic Alliances, Go-to-Market Strategy, People Management, Performance Management, Global Sis, Tier-1 Consulting Firms, Partner Programs, Executive Engagement, Cross-Functional Influence
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