Provider Success Manager - ISV & Distribution

AppDirect • Chicago, IL

4d

About The Position

AppDirect is seeking an organized, relationship-driven, and commercially savvy Provider Manager to oversee, scale, and optimize its ecosystem of Independent Software Vendors (ISVs). This role involves being the operational and strategic owner of approximately 100 ISV providers, with a dedicated focus on the top 20 strategic partners. The primary mission is to ensure the provider catalog is current, maximize the visibility and accuracy of listings on the AppDirect Marketplace, run governance frameworks including Quarterly Business Reviews (QBRs), and drive joint growth through Marketing Development Funds (MDF). Additional responsibilities include evaluating and onboarding new ISVs, negotiating and executing Distribution and/or Reseller agreements, Product Merchandising, New Provider Enablement, and building lead generation programs.

Requirements

• 3–5 years of direct experience managing vendor relationships, channel partnerships, or digital marketplace ecosystems in a B2B SaaS or technology environment.
• Deep familiarity with the indirect technology channel (e.g., Technology Services Distributors/TSDs, Master Agents, MSPs, and Channel Advisors).
• Prior experience working with subscription commerce platforms, with a strong preference for candidates who have hands-on experience navigating the AppDirect platform (catalog management, billing/provisioning mechanics, or developer portal workflows).
• Proven experience managing partner marketing programs, handling MDF allocations, tracking co-marketing budgets, and verifying campaign ROI.
• Exceptional ability to prioritize time effectively, transitioning smoothly between managing the daily operational hygiene of 100 providers and driving high-touch strategic accounts.
• Stellar presentation skills.

Nice To Haves

• Understanding how channel partners get paid, what motivates them to sell a specific ISV, and how to build "channel-friendly" programs.
• Ability to confidently lead a QBR with a vendor, troubleshoot an AppDirect catalog layout, and pitch a new ISV promo to a channel sales leader.

Responsibilities

• Maintain administrative and operational health for a portfolio of ~100 ISV providers, ensuring all organization profiles, compliance records, and point-of-contact information are continuously up to date.
• Provide targeted oversight to the top 20 revenue-generating or strategically vital ISV partners, building strong working relationships with their channel and alliance managers.
• Structure, schedule, and lead impactful QBRs with the top 20 ISVs, evaluating past performance against channel sales targets, addressing product and operational friction points, and building joint forward-looking success plans.
• Serve as a subject matter expert on how the ISV portfolio fits into the broader channel ecosystem, understanding how technology advisors, MSPs, and agents position SaaS tools to end users.
• Work with strategic ISVs to secure updated sales training, pitch decks, competitive battle cards, and technical cheat sheets, making them accessible to internal sales teams and external channel advisors.
• Act as the ultimate internal point of escalation for operational issues, complex cross-platform provisioning errors, or critical support tickets involving an ISV.
• Manage the end-to-end rollout workflow for new ISV software listings, application updates, or promotional discounts on the digital storefront.
• Actively collaborate with eligible ISVs to secure, track, and deploy Marketing Development Funds (MDF).
• Partner closely with internal Growth Marketing teams to convert vendor MDF into high-impact pipeline activities designed for the channel.
• Ensure all co-marketing initiatives meet vendor brand standards and proof-of-performance compliance rules to successfully clear funding claims.

Benefits

• Values-driven culture
• Be Seen, Be Yourself, and Do Your Best Work environment
• Diversity of excellence, experience and thought
• Inclusion without regard to race, religion, age, sexual orientation, or gender identity
• Candidate Privacy Policy
• AppDirect Privacy Notice

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed