Partnership Manager

Summary

Join our team as a Partner Manager and own the partnership relationship, focusing on retention, pipeline creation, and revenue contribution. Develop and execute partner-specific account plans, including revenue targets and co-selling/marketing opportunities. Drive partner enablement by equipping them with the necessary knowledge and tools. Lead partner QBRs to track progress and refine go-to-market execution. Collaborate cross-functionally with Sales, Marketing, Product, and Support teams. Expand relationships within partner organizations to deepen engagement. Track and report on partner KPIs, pipeline, and revenue outcomes. This is a remote position with up to 25-35% travel.

Requirements

• Partner-centric mindset: Strong relationship management skills with the ability to influence both internal stakeholders and external partners
• Strategic planning: Skilled in creating and executing account-based strategies that align with broader business goals
• Execution-focused: Ability to manage multiple initiatives and drive measurable outcomes in a dynamic, growth-stage environment
• Cross-functional leadership: Experience navigating internal teams (Sales, Product, Marketing, Support) to deliver on partner expectations
• Analytical acumen: Proficiency in analyzing partner performance, pipeline impact, and ROI
• Ability to negotiate contracts, sell under a quota-based environment and perform against goals
• 7+ years of experience managing Partners and/or strategic accounts in a quota bearing role
• Demonstrated success in growing and managing revenue-generating partnerships
• Excellent verbal and written communication skills, including experience presenting to stakeholders and executives
• Strong organizational and project management skills
• Experience with CRM and partner management tools (Salesforce, HubSpot, or equivalent)
• Bachelor's degree or equivalent experience

Responsibilities

• Own the Partnership relationship with accountability for retention, pipeline creation, and revenue contribution
• Develop joint business plans
• Create, manage, and execute partner-specific account plans that include revenue targets, enablement programs, co-selling motions, and co-marketing opportunities
• Drive partner enablement. Equip partners with the knowledge, collateral, and tools they need to identify and pursue Greenshades opportunities
• Lead partner QBRs. Conduct regular check-ins and business reviews with partner executives and stakeholders to track progress, share pipeline updates, and refine go-to-market execution
• Collaborate cross-functionally. Work closely with Sales, Marketing, Product, and Support teams to ensure partner needs are addressed and partnership opportunities are fully leveraged
• Expand relationships. Identify additional contacts and executive sponsors within partner organizations to deepen engagement and build alignment across departments and initiatives
• Track and report on performance. Maintain clear visibility into partner KPIs, sourced and influenced pipeline, and revenue outcomes. Provide internal updates on progress and next steps

Preferred Qualifications

• Familiarity with HCM, HR, ERP, or compliance software ecosystems is preferred
• Prior experience in enterprise account management and relationship development preferred
• Familiarity or experience with current SaaS sales methodologies (MEDDPICC, Challenger, Winning by Design) – Winning by Design training a plus

Benefits

This is a remote position