Manager, Distribution Partnerships
$185,000–$317,000 year
On-siteNew York City, New York, United States or San Francisco, California, United States
Job Summary
Lead and develop a team of 2 to 3 Distribution Partner Managers across North America, providing consistent coaching, clear goal-setting, and formal performance management. Personally own and manage complex partner relationships with large services organizations, including global system integrators and major agencies, through executive-level engagement and mutual success planning. Build partner program playbooks, engagement frameworks, and onboarding models from scratch to create scalable tools for the global distribution team. Develop new partner strategies for emerging opportunities by identifying new distribution partners and leading early-stage recruitment. Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product to drive buy-in for partner investments.
Required Qualifications
- 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
- 3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
- Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
- Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
- Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
- Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments
- This is a full time role that can be held from one of our US hubs or remotely in the United States
Desired Qualifications
- Knowledge of US Federal or public sector partner motions and procurement processes
- Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
- Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
- Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows
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