Reseller Partner Development Manager

Fivetran•Oakland, CA

6d•Hybrid

About The Position

About the Role Fivetran is expanding its presence across the United States, and we need an experienced resell partner development manager to accelerate our growth in this critical market. As the US Reseller Partner Development Manager, you will play a critical role in building and scaling our partner ecosystem throughout the region. You will manage relationships with existing resell/VAR partners while identifying and onboarding new strategic partners—focusing on enablement, revenue growth, and establishing Fivetran as the leading solution for modern data integration across the US market. Fivetran is seeking a highly motivated and experienced Reseller Partner Development Manager to drive the growth of our reseller partner ecosystem in the United States. The ideal candidate will have a proven track record in managing and expanding resell/VAR partnerships, with a strong focus on partner enablement, revenue generation, and strategic relationship management. We're looking for an experienced partner development professional for our global channel resell organization to drive ecosystem growth, revenue expansion, and strategic partnership development across the United States reseller market. The work is diverse ranging from recruiting and onboarding new resell partners to enabling existing partners with technical and sales training, to negotiating complex partnership agreements and co-developing go-to-market strategies. You'll be responsible for building a thriving partner ecosystem that drives significant revenue impact, by managing partner relationships, collaborating with internal sales teams on co-sell opportunities, tracking partner performance metrics, and developing joint business plans that align partner capabilities with Fivetran's growth objectives. This is a full-time, hybrid position based out of our Oakland, CA or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team. Technologies You’ll Use Salesforce, Looker, Gong, Outreach, Crossbeam

Requirements

Strong relationship-building capabilities to establish, maintain, and strengthen long-term partnerships with reseller partners across the US market
Excellent sales acumen and negotiation skills to effectively manage pricing, margins, and agreement terms with reseller partners, ensuring mutually beneficial outcomes that drive revenue growth
Adaptability and entrepreneurial spirit to navigate opportunities within a competitive and mature market
Expertise in developing and executing channel strategies that align with company objectives.
Ability to analyze market trends, identify growth opportunities, and craft go-to-market plans for reseller partners
Proficiency in creating and delivering training programs that empower resellers with product knowledge, sales tools, and resources needed for market success
Strong analytical skills to track reseller performance, identify improvement areas, and implement strategies to optimize channel effectiveness.
Ability to generate reports and provide actionable insights to senior management

Nice To Haves

Experience with Cloud Data Platforms – Familiarity with cloud-based data integration, analytics, and platforms such as AWS, Google Cloud, Azure, Snowflake, Databricks, or BigQuery
Previous Experience in US Partner Ecosystems – An established network and understanding of major US resellers, distributors, and channel dynamics within the technology sector
Experience working with enterprise resellers and national VARs in the US market
Sales and Technical Acumen – The ability to effectively communicate technical concepts to both business and technical stakeholders, helping partners position and sell Fivetran solutions more effectively

Responsibilities

Develop and nurture relationships with key resell partners, focusing on shared goals and revenue targets
Serve as the primary point of contact, ensuring alignment on joint go-to-market strategies
Achieve or exceed assigned revenue targets through resell partner channels
Proactively identify opportunities to deepen engagement and collaboration with existing partners
Work with partners to create joint business plans that include sales goals, enablement initiatives, and demand generation campaigns
Identify and recruit new resell partners that align with Fivetran's target markets and growth objectives across the United States
Partner with internal teams (Sales, Marketing, Customer Success) to drive joint resell opportunities.
Collaborate with Partner Enablement and Partner Marketing to guide resell partners through the entire journey—from onboarding to selling
Deliver and facilitate enablement sessions to educate partners on Fivetran's value proposition, use cases, and operational quote-to-cash processes
Equip partners with the tools and resources needed to successfully position and sell Fivetran solutions
Conduct regular partner trainings, QBRs, and workshops to ensure engagement and knowledge retention
Track partner performance and pipeline, providing insights and recommendations to optimize results
Represent partner capabilities to Fivetran sales teams to drive collaboration and co-sell opportunities