Partner Account Manager

Nearmap • Carlsbad, CA

17h • Remote

About The Position

The Partner Account Manager - Partnerships acquires new channel partners and value-added resellers (VARs), maintains and expands relationships with designated strategic partners, and develops go-to-market strategies to drive growth. You will be responsible for ensuring Nearmap extracts maximum value from all engagements with new and existing partners, including revenue growth, expansion of the partner network, and maintaining strong relationships with partners in the U.S.
This strategic role also involves working closely with internal teams such as Sales, Marketing, and Product Management to support the partner network with sales enablement, market intelligence, and competitive differentiation. Success will require a collaborative and metrics-driven approach to managing partnerships and achieving business objectives.

Requirements

• Minimum 7 years of direct and/or channel sales experience, with a proven track record of exceeding sales goals and driving partner growth.
• Commercial negotiation experience with partnership agreements, including reseller contracts, referral arrangements, revenue share structures, and data licensing terms.
• Prior experience with data licensing, API-based integrations, and/or platform embedding partnerships, particularly within SaaS, geospatial, or data intelligence environments.
• Extensive experience with new business generation, strategic solution selling, and partner program development.
• Experience working with VARs, alliances, or channel sales models is highly regarded.
• Familiarity with SaaS sales cycles and subscription models is a strong advantage.
• Knowledge of geospatial solutions is a plus.
• Strong commercial acumen and the ability to sell to and influence C-suite executives.
• Demonstrated ability to influence cross-functional internal teams, including Product, Legal, and Marketing without direct authority, on behalf of external partner needs
• Ability to engage credibly in technical partnership conversations around data integration, API connectivity, and platform embedding. Prior solutions consulting or pre-sales experience in a data or SaaS environment is a strong advantage.
• Commercial negotiation experience with partnership agreements, including reseller contracts, referral arrangements, revenue share structures, and data licensing terms is a plus.
• Exceptional collaboration skills and a strategic mindset to reduce channel conflict and maximize value.
• High competency with CRM tools (e.g., Salesforce).
• In-depth knowledge of sales enablement practices, go-to-market strategies, and competitive positioning.
• Exceptional written, visual, and verbal communication skills, with the ability to present to diverse audiences.
• Results-driven, positive, and energetic self-starter.
• Tenacious and emotionally intelligent with the ability to work autonomously in a fast-paced, high-growth environment.
• Strong organizational and multitasking abilities.

Nice To Haves

• Familiarity with SaaS sales cycles and subscription models is a strong advantage.
• Knowledge of geospatial solutions is a plus.
• Ability to engage credibly in technical partnership conversations around data integration, API connectivity, and platform embedding. Prior solutions consulting or pre-sales experience in a data or SaaS environment is a strong advantage.
• Commercial negotiation experience with partnership agreements, including reseller contracts, referral arrangements, revenue share structures, and data licensing terms is a plus.

Responsibilities

• Achieves Sales Targets
• Drive growth through channel sales by sourcing, enabling, and managing partnerships with VARs and other strategic partners.
• Develop go-to-market strategies for partner expansion, financial goals, and achieving sales KPIs.
• Build and maintain high-level contacts with partners to secure new business opportunities.
• Recruit and onboard new channel partners while maintaining productive relationships with existing ones.
• Manage the channel enablement program to provide resellers with skills, training, and knowledge to succeed.
• Engage decision-makers to articulate Nearmap’s unique value proposition and drive adoption.
• Develop and execute territory and regional partner plans to maximize revenue and value extraction.
• Navigate and resolve channel conflicts while maintaining alignment between partners and internal teams.
• Sales Enablement and Reporting
• Collaborate with Sales, Customer Success, and Marketing teams to ensure partners are equipped with the necessary resources, assets, and support structures for successful sales motions.
• Build reseller partner business plans for assigned partners, including product positioning and incentive programs.
• Maintain accurate data in Salesforce, including partner information, opportunity tracking, and customer interactions.
• Provide timely and high-quality reporting, forecasting, and administration to Sales Management and leadership.
• Market and Competitive Intelligence
• Be an expert on partner segments, market trends, and competitive offerings, particularly in SaaS and geospatial solutions.
• Utilize market intelligence to drive differentiation and influence partner programs and product strategies.
• Develops Highly Effective Relationships
• Foster collaboration with cross-functional teams, including Product, Engineering, and Marketing, to support partner success.
• Act as a bridge between Nearmap’s internal teams and external partners to align goals and ensure mutual growth.
• Build and maintain strong relationships with VP-level stakeholders, including the VP of Partnerships and VP of Sales.
• Compliance with Nearmap values, policies and standards, and ensure compliance with all local statutory requirements.
• Act in an ethical way when dealing with company assets and other people
• Adhere to company guidelines and the corporate Code of Conduct

Benefits

• In addition to flexible time off, Nearmap offers 4 extra "YOU" days off each year - take a break, no questions asked!
• Company-sponsored volunteering days to give back.
• Generous parental leave policies for growing families.
• Work from Overseas Policy - explore the world in the approved list of cities while you work!
• Discounted Private Health Insurance plans.
• Monthly wellbeing and technology allowance.
• A Nearmap subscription (naturally!).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees