Partner Manager
About The Position
Before you apply, please note: This hybrid role is based in Salt Lake City, UT, within commuting distance of our South Salt Lake City headquarters. What You’ll Be Doing Partnership Acquisition & Revenue Growth Build, qualify, and grow a high-impact partner portfolio aligned to ARR targets Develop deep relationships within reseller organizations — from frontline sellers to sales leadership — to drive awareness, credibility, and preference for our solutions Create pull-through demand by ensuring partner reps actively position and recommend our products to their customers Own partner-sourced and partner-influenced pipeline targets, with clear accountability to closed-won ARR Proactively prospect, recruit, and onboard new reseller partners in priority markets Negotiate and execute partnership agreements aligned to mutual growth objectives Partner Penetration & Enablement Penetrate reseller organizations beyond the executive sponsor — building relationships with AEs, SEs, inside sales, and marketing teams Drive product awareness and competitive positioning through enablement sessions, joint selling motions, and ongoing field engagement Equip partners with the messaging, tools, and confidence needed to successfully recommend and sell our solutions Identify and activate champions within partner orgs who consistently generate opportunities Collaborate cross-functionally (Sales, Marketing, Product, Customer Success) to support joint pipeline generation efforts Pipeline Creation & Performance Accountability Develop and execute joint business plans with strategic partners that translate into measurable pipeline and ARR growth Track and manage partner-sourced and partner-influenced pipeline in CRM with clear forecasting visibility Monitor leading indicators (enablement completion, deal registrations, joint calls, campaigns) to ensure pipeline velocity Analyze performance data and continuously refine channel strategy to maximize revenue impact Hold partners accountable to agreed-upon performance metrics What Success Looks Like Increased partner mindshare within target reseller organizations Consistent growth in partner-sourced and partner-influenced pipeline Expansion of active partner sellers advocating for our solutions Measurable contribution to closed-won ARR
Requirements
- 2+ years of B2B SaaS channel sales, strategy/consulting, or partner management experience required
- Ownership: Proactive, organized, and accountable, with a focus on delivering results
- Honesty: Transparent, empathetic, and have integrity in all interactions
- Collaboration: Skilled at working cross-functionally and foster a culture of collaboration. Excellent oral and written communication skills
- Improvement: A strong work ethic, attention to detail, and a desire to learn and grow.
- Strong analytical, critical reasoning, and creative problem-solving skills
- Self-starter, with demonstrated perseverance or initiative to grow
- Undergraduate or graduate degree, with an exceptional academic record
Responsibilities
- Build, qualify, and grow a high-impact partner portfolio aligned to ARR targets
- Develop deep relationships within reseller organizations — from frontline sellers to sales leadership — to drive awareness, credibility, and preference for our solutions
- Create pull-through demand by ensuring partner reps actively position and recommend our products to their customers
- Own partner-sourced and partner-influenced pipeline targets, with clear accountability to closed-won ARR
- Proactively prospect, recruit, and onboard new reseller partners in priority markets
- Negotiate and execute partnership agreements aligned to mutual growth objectives
- Penetrate reseller organizations beyond the executive sponsor — building relationships with AEs, SEs, inside sales, and marketing teams
- Drive product awareness and competitive positioning through enablement sessions, joint selling motions, and ongoing field engagement
- Equip partners with the messaging, tools, and confidence needed to successfully recommend and sell our solutions
- Identify and activate champions within partner orgs who consistently generate opportunities
- Collaborate cross-functionally (Sales, Marketing, Product, Customer Success) to support joint pipeline generation efforts
- Develop and execute joint business plans with strategic partners that translate into measurable pipeline and ARR growth
- Track and manage partner-sourced and partner-influenced pipeline in CRM with clear forecasting visibility
- Monitor leading indicators (enablement completion, deal registrations, joint calls, campaigns) to ensure pipeline velocity
- Analyze performance data and continuously refine channel strategy to maximize revenue impact
- Hold partners accountable to agreed-upon performance metrics
Benefits
- 4-Day Work Week
- Equity
- Managers who champion professional development
- 100% Premium Coverage for medical, dental and vision for you and your dependents
- 100% Premium Coverage for Short Term Disability, Long Term Disability, Life, and AD&D Insurance
- Company Match of the first 6% of your employee deferrals
- Flexible Paid Time Off Policy that treats you like the adult that you are
- Health Savings Account (HSA) and wellness incentives
- Quarterly Company Values Award (team member nominated)
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What This Job Offers
Job Type
Full-time
Career Level
Manager
