Senior Strategic Partner Manager

StarTech.com • ,

1d

About The Position

The Senior Strategic Partner Manager is accountable for driving net-new partner growth by identifying, opening, developing, and scaling high-potential reseller and non-traditional partner relationships across North America. This role requires a hunter mentality: the ability to create opportunity where little or no active relationship exists, navigate complex partner organizations, influence multiple stakeholders, and build a commercial path from first engagement to revenue-generating partnership. The role blends business development, strategic account planning, partner acquisition, and cross-functional leadership. Success will be measured by the ability to convert target partners into active, growing, and scalable commercial relationships.

Requirements

• Bachelor's degree required; MBA or equivalent business qualification preferred.
• Typically 5+ years of experience in strategic partner acquisition, channel business development, reseller/vendor management, commercial sales, ecommerce partner growth, or B2B technology business development.
• Experience working with mid- to large-sized IT resellers, distributors, industrial/B2B sellers, marketplaces, ecommerce partners, or technology companies is strongly preferred.
• A proven record of creating net-new commercial opportunities and converting them into measurable revenue growth is required.
• Hunter mentality with the ability to create opportunity from ambiguity.
• Deep understanding of B2B reseller ecosystems, IT channels, ecommerce, distribution, marketplace models, or connectivity hardware markets.
• Strong commercial acumen including revenue growth, margin, pricing, category expansion, business case development, and partner planning.
• Ability to distinguish between managing an existing opportunity and creating a new one.
• Executive communication skills with the ability to engage senior commercial stakeholders and build urgency around a business case.
• Strong cross-functional influence skills, including the ability to lead through clarity and accountability without direct authority.
• Data-driven approach to partner prioritization, proposal development, reporting, and performance tracking.
• CRM discipline and comfort using reporting tools to manage pipeline, account pursuit plans, milestones, and leadership visibility.
• Resilience, persistence, and professional courage to challenge partners constructively and push for growth.

Nice To Haves

• Existing relationships with relevant reseller, distribution, ecommerce, industrial, or B2B technology contacts are preferred but not required if the candidate can demonstrate strong opportunity-creation capability.

Responsibilities

• Create and Convert New Partner Opportunities: Own the pursuit and development of a curated list of high-potential reseller and non-traditional partners. The successful candidate will be expected to create momentum without waiting for fully developed opportunities to be handed to them.
• Research target partners and develop a clear account pursuit strategy.
• Identify relevant entry points and build outreach plans for each partner.
• Engage decision-makers across executive, commercial, merchandising, vendor management, purchasing, sales, and operations teams.
• Create commercial interest by connecting StarTech.com capabilities to the partner's business model, customer base, category gaps, and growth priorities.
• Move partners from unknown or underdeveloped status into active business development conversations.
• Build Strategic Partner Expansion Plans: Develop clear partner growth plans that define where StarTech.com can win within each target partner and how the opportunity can scale beyond initial engagement.
• Identify relevant product categories, commercial gaps, stakeholder priorities, buying behavior, ecommerce opportunities, competitive positioning, and regional expansion paths.
• Build a practical expansion thesis for each partner that goes beyond account maintenance.
• Translate target-partner insight into revenue opportunity, action plans, launch priorities, and measurable growth milestones.
• Use data, market context, and internal expertise to create urgency and a clear reason for partner engagement.
• Lead Cross-Functional Opportunity Development: Act as the internal quarterback across Product Management, Merchandising, Marketing, Content, Data & Analytics, Operations, Finance, Supply Chain, and Sales.
• Translate partner opportunity into internal action and align teams around the commercial case.
• Coordinate the creation of partner-specific proposals, product focus, pricing logic, content support, launch requirements, and go-to-market plans.
• Influence teams the role does not directly manage by providing clarity, context, urgency, and commercial rationale.
• Once partners are acquired, lead coordination of internal systems, processes, and support structures required for launch and ongoing growth.
• Drive Executive Visibility and Commercial Accountability: Provide regular updates to leadership on partner pursuit progress, commercial traction, obstacles, revenue potential, and support requirements.
• Provide concise, action-oriented updates that focus on business progress rather than activity reporting.
• Surface risks, decisions, resource needs, and escalation points early.
• Maintain clear visibility into target-partner status, next steps, expected outcomes, and ownership.
• Use CRM and reporting tools consistently to support pipeline discipline and leadership visibility.

Benefits

• StarTech.com is an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, StarTech.com will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform Human Resources of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior