Channel Partner Manager

Locatee; United States; Hybrid; USD 115,000 - 125,000; Full time

Benefits offered by this job

Competitive Compensation

Comprehensive Benefits

Flexible Work Environment

Inclusive & Collaborative Culture

Job summary

Tango Analytics is seeking a seasoned Channel Partner Manager to lead partner strategy with PwC, Deloitte, and EY. This senior, quota-carrying role builds from the ground up and focuses on partner-sourced opportunities within enterprise markets.

You will recruit, enable, and manage channel partners, align go-to-market plans, and collaborate across Sales, Marketing, Product, and Customer Success to maximize revenue impact.

Qualifications

• 8+ years in channel management, partner management, or related roles.
• Proven ability to develop joint business plans and go-to-market strategies.
• Deep relationships with major system integrators (PwC, Deloitte, EY).

Responsibilities

• Develop and execute Tango’s channel partner strategy to drive pipeline and partner-sourced revenue.
• Build and grow relationships with strategic channel partners and industry intermediaries.
• Identify, recruit, onboard, and enable new channel partners aligned with Tango’s growth objectives.
• Create partner business plans, revenue targets, and sales activation plans.
• Collaborate with Sales, Marketing, Product, and Customer Success to enable partners.

Skills

Channel management

Enterprise sales

Strategic alliances

Partner enablement

Executive relationships

B2B selling

Forecasting & metrics

Travel readiness

Education

Bachelor’s degree

Job description

Let’s Tango! Where Innovation Meets Impact.

At Tango Analytics, we’re all about helping businesses make smarter decisions through powerful technology, insightful data, and a whole lot of collaboration. Whether you’re a creative thinker, a strategic planner, a tech wizard, or a customer champion, there’s a place for you on our team. We believe work should be meaningful and fun — so if you’re ready to make a difference while enjoying the journey, come join us and let’s Tango!

We are looking for a Channel Partner Manager to join our dynamic and growing Sales team.

Role Summary

The Channel Partner Manager owns Tango’s partner strategy and execution with Big 3 system integrators: PwC, Deloitte, & EY. This is a build-from-the-ground-up role. This is a senior, quota-carrying business development role for someone who has done this before.

Key Responsibilities

• Develop and execute Tango’s channel partner strategy to drive qualified pipeline, partner-sourced revenue, and partner-influenced sales opportunities.
• Build, manage, and grow relationships with strategic channel partners, including consultants, systems integrators, real estate service providers, technology partners, and other industry intermediaries.
• Leverage deep knowledge of the IWMS, corporate real estate, facilities, workplace, retail, restaurant, public sector, or enterprise SaaS markets to identify partners capable of influencing or generating meaningful sales opportunities.
• Identify, recruit, onboard, and enable new channel partners that align with Tango’s target markets, ideal customer profile, and growth objectives.
• Create partner business plans, revenue targets, joint go-to-market strategies, and sales activation plans that support Tango’s direct enterprise sales motion.
• Collaborate closely with Sales, Marketing, Product, Customer Success, and Professional Services to ensure partners are properly enabled, supported, and aligned to Tango’s value proposition.
• Educate channel partners on Tango’s products, target buyers, competitive positioning, implementation approach, and customer use cases.
• Partner w/ sales enablement and/or marketing to develop materials, sales presentations, collateral, campaigns, events, training content, and other tools that help partners identify, qualify, and refer opportunities.
• Support partner-led and joint customer meetings, demos, events, webinars, trade shows, and demand generation activities.
• Work with partners to uncover new opportunities within corporate real estate, facilities, workplace management, lease administration, retail, restaurant, and public sector accounts.
• Maintain regular communication with channel partners to review pipeline, sales activity, market feedback, competitive insights, and mutual business priorities.
• Track partner performance, pipeline contribution, conversion rates, revenue impact, and program effectiveness using appropriate Tango systems (Salesforce etc); recommend changes to improve results.
• Create and manage repeatable channel processes that improve partner productivity, sales effectiveness, and accountability.
• Identify emerging channel opportunities, industry influencers, and ecosystem relationships that can expand Tango’s market reach.
• Provide market and competitive intelligence to Sales, Marketing, Product, and leadership based on partner feedback and field activity.
• Represent Tango at industry events, partner meetings, customer visits, and trade shows as needed.
• Serve as an internal subject matter expert on channel strategy, partner engagement, and industry-specific sales opportunities.

Required Skills

• 8 years of relevant experience in channel management, partner management, business development, strategic alliances, enterprise sales, or related roles.
• Must have deep relationships with these 3 system integrators: PwC, Deloitte, & EY
• Strong industry knowledge in one or more of the following areas: Integrated Workplace Management Systems, corporate real estate, facilities management, workplace technology, lease administration, retail operations, restaurant operations, public sector, or enterprise SaaS.
• Proven ability to generate revenue through channel partners, referral partners, alliances, or strategic industry relationships.
• Experience working with complex B2B or enterprise SaaS sales cycles, including multi-stakeholder buying committees and consultative sales motions.
• Strong understanding of how to identify, qualify, develop, and close partner-sourced or partner-influenced opportunities.
• Demonstrated ability to build and maintain executive-level partner relationships.
• Experience developing joint business plans, go-to-market strategies, partner enablement programs, and sales activation plans.
• Strong commercial acumen with an understanding of pipeline management, revenue forecasting, sales metrics, and partner performance tracking.
• Ability to translate technical software capabilities into clear business value for partners and end customers.
• Excellent written and verbal communication skills, including the ability to create and deliver compelling partner presentations.
• Strong cross-functional collaboration skills with the ability to work effectively across Sales, Marketing, Product, Customer Success, and Professional Services.
• Strong organizational and project management skills with the ability to manage multiple partner initiatives, events, campaigns, and revenue priorities simultaneously.
• Analytical mindset with the ability to evaluate program effectiveness, identify gaps, and recommend improvements.
• Self-starter with strong judgment, ownership, and the ability to operate independently in a fast-paced environment.
• Ability to influence without direct authority and drive results across a matrixed organization.
• Willingness to travel as needed for partner meetings, customer meetings, trade shows, and industry events.
• Bachelor’s degree in Business, Marketing, Communications, or a relevant experience.

++What We Offer++

We’re committed to creating an environment where you can thrive—professionally and personally. Our offerings include:

• Competitive Compensation We recognize and reward your contributions with a salary package that reflects your value.
• Comprehensive Benefits Including health, dental, and vision insurance, a 401(k) plan with company match, and generous paid time off to support your well-being.
• Flexible Work EnvironmentWhether remote, hybrid, or in-office, we support work arrangements that promote productivity and balance.
• Inclusive & Collaborative Culture We foster a workplace where diverse perspectives are valued, teamwork is encouraged, and everyone has a voice.

Tango is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, ethnicity, religion, parental status, sexual orientation, age, citizenship, disability, or veteran status.

Base pay offered is contingent on qualifications and other operational considerations. Base pay is just one piece of the full compensation structure offered at Tango. If this pay range is outside of your expectations, we still encourage you to apply and have a conversation with us.

Base pay offered for this position is: $115,000 – 125,000 (plus commission)