Principal Partner Manager

ShipBob, Inc.

5d•Remote

About The Position

As a member of the ShipBob Team, you will... Grow with an Ownership Mindset: We champion continuous learning and proactive innovation. Team members are encouraged to identify challenges and take ownership of initiatives that drive merchant, company and personal growth. By tackling complex problems and exploring creative solutions, you won’t just follow a playbook, you’ll be actively building the future of ShipBob. Collaborate with Peers and Leaders Alike: ShipBob values collaboration and support, where team members and leaders alike are committed to helping each other succeed. We all set high standards and understand the importance of transparency at all levels. We’ve created an environment where trust, open communication, and mutual respect motivate our teams to reach new heights. Experience a High-Performance Culture and Clear Purpose: Our commitment to delivering results creates a goal-driven, high-performance culture where everyone is empowered to contribute to our mission with a clear understanding of their direct impact and accountability. We measure success in tangible ways, allowing each team member to see the positive outcomes of their work and celebrate shared victories. Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, SD, TN, TX, UT, VA, VT, WA, WI Travel: This role will require travelling and working at conferences, VIP dinners, and expos. Role Description: From day one, you’ll be responsible for growing ShipBob’s agency and tech partner ecosystem while working closely with our go-to-market teams (sales, marketing, and revenue operations). Your primary focus will be managing relationships with partners who refer, resell, or recommend ShipBob’s fulfillment services, while also supporting a select group of partners where integration or strategic value alignments exist. You’ll be accountable for revenue pipeline targets (lead flow, partner-driven sales opportunities, and pipeline revenue) and program-related KPIs (new partners onboarded, revenue share sourced from partners, etc.). In addition to these KPIs, you will have rotating, project-related goals that span 1-2 quarters (e.g. developing a new integration with a key partner). This role reports to the VP, Partnerships.

Requirements

Knowledge of the ecommerce space. Be able to become a thought leader around ecommerce and fulfilment, you can build a solid credibility with ecosystem partners.
Technical aptitude or knowledge. Most top partnerships require a direct integration with ShipBob’s fulfillment software. You don’t have to know how to write code, but aptitude in comprehending integrations, APIs, and the functionality of integrations is essential.
Maturity in business development skills. You will be managing the day-to-day relationship with partners. You should be comfortable and empowered in negotiating the proper structures, contracts, etc. to ensure success.
Entrepreneurial/self-starter tendencies. No one will tell you what to do every day in this role, so you will have to create your own roadmap. The ability to work autonomously and reach firm conclusions using messy or incomplete data is crucial.
Detail orientation and communication skills. You are interacting with our highest-revenue partners and C-level executives within ShipBob. Attention to detail in your written and verbal communication is key.
Willingness to get in the weeds. At ShipBob, we don’t have any roles that sit in ivory towers. You should be willing to interface directly with partner contacts, internal stakeholders, and merchants (our customers) at any level to solve problems.
Ability to “scale yourself”. This is not a sales role but does carry revenue targets, so you must make the best use of your time by prioritizing, automating, and working through others where possible vs. pursuing your own wins exclusively.

Nice To Haves

The ideal candidate will have 4+ years of experience in partnerships and a pre-established network of agency partners.

Responsibilities

Partner Ecosystem Management: Oversee a book of partners, ensuring they are effectively managed and supported. Develop and maintain strong relationships with key partners. Act as the primary point of contact and ensure partners are engaged and satisfied.
Take introductory calls with agency and tech partners within your vertical. You'll be responsible for qualifying these partners and determining fit, with a focus on driving value and lead flow from strategic relationships.
Partner Onboarding: Oversee the onboarding process for new partners, ensuring they have the necessary tools, resources, and training to be successful.
Strategic Planning: Collaborate with partners to create joint business plans that outline mutual goals, strategies, and key performance indicators.
Revenue Growth: Identify opportunities to drive revenue growth through partnerships.
Cross-functional Collaboration: Work closely with internal teams to ensure seamless integration of partner solutions and services. Coordinate with sales, marketing, and operations to deliver a smooth experience for our partners.
Events & Webinars: Participate in co-marketing events (virtual and in-person) at the request of the partner marketing team. As we continue to ramp up our in-person events strategy (~20-25 per quarter), the Principal Partner Manager will need to be open to travel and work at conferences, VIP dinners, and expos. Each PM is expected to participate in 5 in-person events per quarter. There is a particular need for staff at events on the East Coast, which represents our biggest area of opportunity.
Additional duties and responsibilities as necessary.