Job description
Reports to: Sales VP
Travel Expectations: up to 25-35%
This is a remote position.
Key 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.
Core Competencies
- 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.
Qualifications
- 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)
- 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
- Bachelor’s degree or equivalent experience
