The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, focusing on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning the company priorities with field and partner execution.
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Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs), the Partner Manager drives co-sell motions, identifies new buying centers, expands into new markets, and ensures partners deliver successful customer engagements. This role is not solution- or product-specific and focuses on partner growth, sales effectiveness, and scalable execution across the company Routes to Market.
Responsibilities
- Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth.
- Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales.
- Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects.
- Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue.
- Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions.
- Collaborate with Technical Partner Advisors (TPAs) to align sales plays to Routes to Market and guide partners on how to sell the company.
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking.
- Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk.
- Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed.
Qualifications
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
- 5 - 10+ years in partner management, alliances, or ecosystem roles.
- Comfort operating in ambiguity with a bias toward action.
- Executive communication and relationship management skills.
- Ability to influence and operate in a matrixed organization.
- Experience developing and executing GTM strategies through partner ecosystems.
- Strong understanding of partner-led and co-sell sales motions.
Work Conditions
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories assigned to the company employees depending on the nature of their work and their assigned work location. To determine eligibility for a work persona, the company may confirm the distance between your primary residence and the closest office using a third-party service.
