Partner Manager

Unanet • Reston, VA

10d • $75,000 - $98,500

About The Position

We’re seeking a self-motivated, results-driven Partner Manager to join our high-performing Sales Team. In this role, you’ll recruit and manage strategic partners within the AEC (Architecture, Engineering, and Construction) industry, expanding Unanet’s partner ecosystem across Services/Implementation, Referral and Reseller channels. This quota-carrying, revenue-producing position collaborates closely with the Direct Sales team and reports to the Senior Director of Partnerships. What You’ll Do Lead Unanet’s AEC partner growth efforts by identifying, recruiting, and onboarding new partners that generate qualified leads and expand our market presence Qualify and engage prospective partners, communicating Unanet’s value proposition to build interest and secure high-impact partnerships Manage and grow existing partner relationships by developing joint go-to-market strategies, building executive-level relationships, and driving improved sales performance and new logo acquisition. Master Unanet’s product portfolio to enable, coach, and equip reseller and services partners through onboarding, certification, and the sales cycle Capture accurate and complete information (e.g., contact data, log calls) in Unanet’s Customer Relationship Management (CRM) system for partnership prospecting and existing partner management Accurately forecast and maintain a healthy reseller sales and prospective partner pipeline Partner closely with Sales and Customer Success to share partner insights, align capacity with customer needs, and drive referral and implementation opportunities Attend tradeshows and events to recruit new partners and build strategic relationships with current partners Collaborate closely with Sales, Customer Success, and other cross-functional teams to align partner capacity with customer needs, share insights and partner skillsets, and drive joint success Work in partnership with internal teams including Marketing, Business Operations, Sales Engineering & Enablement, Finance, and Services to support partner growth initiatives Participate in sales program training sessions, meetings, skill-building and professional development courses Engage with partners in the Unanet community, focusing on driving engagement and partner knowledge Achieve and exceed annual quota Your First 90 Days In your first 30 days , you will become familiar with our product, the industries we serve, and the Unanet Partner program. You will meet the various teams you’ll collaborate with across our organization and familiarize yourself with your named partners, shadowing on partner calls. You will have access to salesforce and learn how we manage our partner program processes and partner pipeline. Within your First 60 Days, you will transition to take over management of your named partner accounts, partner pipeline, partner forecasting calls, and internal forecast management. You’ll continue to learn our product positioning and how to support channel and direct sales efforts. Within your First 90 Days, you will focus on managing your existing partners, driving pipeline growth, and partner prospecting. You will be able to sell the value of Why Partner with Unanet and work to recruit new partners into the Unanet partner program. You will be capable of coaching your partners through the sales process.

Requirements

• 3+ years’ experience in channel or direct sales
• Experience in the AEC (Architecture, Engineering, and Construction) industry
• Experience leveraging AI-enabled sales and CRM tools (e.g., Gong, Copilot, ZoomInfo) to optimize partner prospecting and engagement
• Demonstrated track record of exceeding quota
• Prior experience working with various partner types, including: VAR/Reseller, Services/Implementation and Referral Partners
• Knowledge of working with partners from recruitment to enablement, business development to closure of deals
• Excellent communication, presentation and relationship-building skills
• Ability to work independently and self-start on projects
• Bachelor's degree or equivalent work experience
• Willingness to travel as needed

Nice To Haves

• Experience selling to project-based businesses
• Knowledge of Salesforce.com (SFDC)

Responsibilities

• Lead Unanet’s AEC partner growth efforts by identifying, recruiting, and onboarding new partners that generate qualified leads and expand our market presence
• Qualify and engage prospective partners, communicating Unanet’s value proposition to build interest and secure high-impact partnerships
• Manage and grow existing partner relationships by developing joint go-to-market strategies, building executive-level relationships, and driving improved sales performance and new logo acquisition.
• Master Unanet’s product portfolio to enable, coach, and equip reseller and services partners through onboarding, certification, and the sales cycle
• Capture accurate and complete information (e.g., contact data, log calls) in Unanet’s Customer Relationship Management (CRM) system for partnership prospecting and existing partner management
• Accurately forecast and maintain a healthy reseller sales and prospective partner pipeline
• Partner closely with Sales and Customer Success to share partner insights, align capacity with customer needs, and drive referral and implementation opportunities
• Attend tradeshows and events to recruit new partners and build strategic relationships with current partners
• Collaborate closely with Sales, Customer Success, and other cross-functional teams to align partner capacity with customer needs, share insights and partner skillsets, and drive joint success
• Work in partnership with internal teams including Marketing, Business Operations, Sales Engineering & Enablement, Finance, and Services to support partner growth initiatives
• Participate in sales program training sessions, meetings, skill-building and professional development courses
• Engage with partners in the Unanet community, focusing on driving engagement and partner knowledge
• Achieve and exceed annual quota

Benefits

• You will be eligible for employee equity as well as discretionary bonus compensation, subject to plans that may be in effect from time to time.
• You will further be eligible to participate in Unanet's employee benefits plans and programs.
• For more details on Unanet's benefits offerings, please visit https://unanet.com/employee-benefits
• Unanet is proud to be an Equal Opportunity Employer. Applicants will be considered for positions without regard to race, religion, sex, national origin, age, disability, veteran status or any other consideration made unlawful by applicable federal, state or local laws.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 251-500 employees