Partnerships Manager

Partnerships Manager

The Partnerships Manager is a senior leadership role responsible for building, developing and managing strategic partnerships with our partner ecosystem. Reporting into the Global Head of Sales, this individual will act as a key bridge between our company and its network of partners, driving collaboration, business growth, and mutual success. Key success measures include, partner ICP, volume of partner-sourced deals and Annual Contract Value (ACV) generated through partnerships.

Key Responsibilities (How do they make an impact):

Partnership Development & Strategy:

· Establish the ideal partner profile and identify target partners

· Develop a strategic roadmap for partnership acquisition and growth, ensuring alignment with company revenue goals.

· Establish partnership agreements with clear objectives, roles, and mutual expectations.

· Recruit and formalize relationships with high-value partner companies.

AVC and Revenue Contribution:

· Drive significant deal flow from partnerships - Materially increasing revenue from partnerships is a strategic priority for the business.

· Exceed annual revenue targets, particularly ACV generated through partnerships.

· Establish co-selling frameworks to optimize partner-driven revenue opportunities

Communication & Relationship Management

· Maintain proactive and transparent communication with all partners, positioning as a trusted advisor.

· Conduct Quarterly Business Reviews (QBRs) with partners to assess performance and growth opportunities (aligning with our internal QBRs).

· Foster long-term relationships that create mutual value.

Cross-Functional Collaboration

· Act as a connector between partners and internal teams, ensuring enablement and seamless integration of partner-generated leads into the sales pipeline process.

· Collaborate with Marketing to co-develop campaigns, thought leadership initiatives, and joint events that add value to both the company and its partners.

· Liaise with Sales, Product, and Delivery teams to address partner-specific needs and optimize offerings

Performance Measurement & Reporting

· Track, analyze, and report on key partnership metrics, including:

· Activity monitoring and outcomes

· Volume and quality of partner-sourced deals

· ACV generated from partnerships

· QBR completion rates and outcomes

· Number and value of mutual referrals exchanged

· Present insights and partnership ROI to senior leadership.

Market Leadership & Partner Enablement

· Educate partners on the company’s value proposition, services, and processes to enhance lead qualification and referrals.

· Provide partners with the tools, training, and resources needed to sell and promote the company effectively.

· Stay informed about industry trends and competitive dynamics to refine partnership strategies.

· Represent the company at industry events, trade shows, and conferences to strengthen existing partnerships and develop new ones.

Conflict Resolution

· Act as the primary problem-solver for partnership-related challenges, ensuring timely resolution of conflicts and misalignments.

· Navigate complex partner dynamics diplomatically, preserving relationships while protecting the company’s interests.

Long-Term Value Creation

· Ensure that partnerships are mutually beneficial, delivering measurable value to both the company and its partners over time.

· Continuously evaluate partnerships to identify opportunities for deeper collaboration, joint innovation, or co-investment.

Data-Driven Decision Making

· Track and analyze KPIs, including incoming deal volume, ACV generated, QBR attendance, and mutual referral numbers.

· Create and deliver regular reports to the senior leadership team on partnership performance and ROI.

Key Measures of Success:

· Growth in partner-sourced deal volume and ACV contribution.

· Achievement of partner-driven revenue targets.

· High partner satisfaction and retention rates.

· Effective execution of QBRs and strategic partnership reviews.

· Increased brand visibility and influence through partner collaboration.

What Makes a Great Partnership Manager?

A great Partnership Manager combines strong relationship-building skills with a hands-on, results-focused approach to driving partner-led growth.

Relevant Experience & Potential: Experience in partnerships, business development, or channel sales within industries such as sales outsourcing, SaaS, services, or demand generation. You’ve contributed to revenue through partners and are eager to deepen your expertise in this space. We’re open to ambitious individuals who bring the right mindset and foundational experience, even if they’re earlier in their career.

Strategic Thinking & Business Alignment: Ability to align partnership goals with overall business objectives. A strong focus on measurable outcomes, including revenue growth and partner engagement, with a data-driven approach to inform partnership strategies and drive business impact.

Exceptional Relationship & Leadership Skills: Strong communication, negotiation, and relationship-building skills. Capable of leading cross-functional teams and influencing stakeholders without direct authority. Ability to build trust and foster long-term partnerships that create mutual value.

Adaptability & Market Awareness: Thrives in fast-paced, evolving business environments. A collaborative, organized, and proactive approach to managing partner relationships effectively while staying adaptable.

Industry & Competitive Insight: Always informed about industry trends, competitive dynamics, and partner needs, ensuring partnership strategies remain relevant and impactful.