Solution Partners Manager
Own and expand PandaDoc’s solutions partner ecosystem by recruiting partners, developing co-selling motions, managing strategic relationships, and driving partner-sourced revenue. The role requires at least four years of partnerships or channel sales experience in SaaS.
About the job
Responsibilities
- Own a portfolio of solutions partners across Registered through Platinum tiers, managing relationships and deals directly.
- Serve as the primary relationship owner for strategic partner accounts throughout the customer lifecycle.
- Coordinate PandaDoc, customers, and solutions partners to ensure clear ownership and smooth deal execution.
- Identify, recruit, and onboard new solutions partners from initial outreach through signed agreement.
- Develop partners into active co-sellers that generate qualified leads and pipeline.
- Help partners optimize their sales and marketing motions and increase business for both parties.
- Drive partner progression from Registered to Platinum through mutual investment and performance.
- Own partner-sourced and partner-influenced revenue quota.
- Lead account mapping, partner readiness, field alignment, strategic deal execution, and recurring partner deal reviews.
- Collaborate with Account Executives and Customer Success teams on partner-attached deals through close.
- Enable partners with the knowledge, tools, and resources to represent PandaDoc effectively.
- Use AI to build and maintain scalable partner playbooks, training materials, and onboarding programs.
Requirements
- 4+ years of experience in partnerships, channel sales, or partner-facing sales at a SaaS company.
- Proven success managing and growing a portfolio of partner relationships with measurable pipeline and revenue impact.
- Strong commercial judgment and ability to coach partners through complex sales cycles.
- Excellent communication and relationship-building skills.
- Experience recruiting and onboarding partners through signed agreement.
- Ability to operate with ambiguity and build structure in developing environments.
Nice-to-haves
- Familiarity with document workflow, eSignature, or sales process automation.
Compensation and Benefits
- Annual on-target earnings of $130,000–$160,000.
- Employees may be eligible to purchase company stock or receive annual bonuses.
- Medical, dental, vision, short- and long-term disability, life insurance, FSA, and 401(k) plans may be available to employees and their families.
- Paid time off, self-care days, birthday PTO, and company holidays.
Skills
Partner Management, Channel Sales, SaaS, Co-Selling, Pipeline Management, Account Mapping, Partner Recruitment, Partner Onboarding, Sales Enablement, Salesforce, Artificial Intelligence
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