Partner Manager

Threecolts

20h•Hybrid

About The Position

The Partner Manager is responsible for building and growing a commercially significant portfolio of agency and carrier partners. The role combines new partner acquisition with the commercial management of an existing portfolio. You will identify and secure new strategic partners, activate them quickly and develop existing relationships into consistent sources of qualified pipeline and revenue. This is a target-driven commercial role with direct accountability for partner-sourced pipeline, annual contract value and overall channel contribution. You will work with agencies, carriers and other ecosystem partners operating across Amazon, Walmart, Shopify, TikTok Shop and adjacent retail and ecommerce platforms. Success requires the ability to build strong relationships while remaining commercially disciplined, challenging partners on performance and focusing investment on the relationships most likely to generate meaningful returns.

Requirements

Experience in partnerships, account management, channel sales, business development, or a comparable commercial role.
A track record of sourcing and closing new partners or strategic accounts.
Experience growing an existing portfolio against revenue, pipeline or sales targets.
Strong commercial negotiation and account-planning capability.
Confidence working with senior stakeholders internally and externally.
Experience managing multiple relationships and commercial opportunities simultaneously.
Strong analytical skills and the ability to make decisions using pipeline, conversion and revenue data.
The ability to operate independently in a remote, fast-moving environment.
Willingness and ability to travel regularly for partner meetings, industry events and commercial opportunities.

Nice To Haves

Experience within ecommerce, SaaS, Amazon, Walmart, Shopify, retail technology, logistics or carrier ecosystems would be beneficial.

Responsibilities

Build and grow a high-performing partner portfolio
Own the commercial strategy and performance of a defined portfolio of agency and carrier partners.
Develop detailed account plans for priority partners, including revenue targets, pipeline expectations, target customer segments, joint activity and quarterly growth milestones.
Build relationships across multiple levels within agency partner organisations
Identify opportunities to expand existing partnerships into new products, markets, customer segments or commercial models.
Create a consistent flow of qualified referrals and co-selling opportunities rather than relying on ad hoc introductions.
Set clear expectations with partners and hold them accountable for agreed commitments, activity and commercial outcomes.
Review partner performance regularly and intervene where engagement, opportunity quality or revenue contribution falls below expectations.
Protect against portfolio concentration by building a diverse mix of productive agencies, carriers and ecosystem partners.
Identify high-potential agencies, carriers and strategic ecosystem partners that align with Threecolts’ ideal customer profile and growth priorities.
Build and manage a structured prospecting pipeline of potential partners across the assigned region.
Conduct targeted outbound activity, attend relevant industry events and use existing networks to create new partnership opportunities.
Lead the full commercial lifecycle, from initial outreach and qualification through negotiation, agreement and launch.
Assess potential partners based on customer reach, market influence, commercial capability, strategic fit and likely revenue contribution.
Build a clear business case for each priority partnership, including the expected opportunity, investment required and route to revenue.
Negotiate commercial terms that create mutual value while protecting Threecolts’ economics and strategic interests.
Maintain momentum throughout the partnership process and avoid agreements that remain inactive after signing.
Take ownership of the period between signing a partner and generating the first qualified opportunity.
Create structured activation plans with clear milestones, responsibilities and timelines for both Threecolts and the partner.
Coordinate product training, commercial enablement, messaging, referral processes and launch activity.
Agree a defined activation window for each new partner and track progress toward the first qualified opportunity and first closed revenue.
Identify and resolve blockers that prevent a partner from introducing or co-selling Threecolts effectively.
Maintain close engagement during the early stages of the relationship, then transition productive partners into a scalable account-management rhythm.
Owns the accuracy and quality of partner performance data across their portfolio.
Maintain an up-to-date view of: Partner-sourced qualified opportunities, Partner-sourced pipeline value, ACV and revenue from partner-referred deals, Conversion rates by partner, partner type and ecosystem, Conversion performance compared with non-partner channels, Time from partner signing to first qualified opportunity, Time from activation to first closed revenue, Opportunity quality and average deal value, Partner engagement, activity and retention, Revenue concentration across the portfolio, Performance against individual quarterly and annual targets.
Use this data to identify underperforming partners, diagnose the cause and implement corrective action.
This may include changing the account plan, increasing enablement, targeting different customer segments, adjusting joint activity or deprioritising the relationship altogether.