Partner Development Manager

Brivo; Austin (TX); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Brivo is seeking a Partner Development Manager to drive the success, growth, and revenue of our reseller partners in a hybrid channel role. You will enable partners, shepherd opportunities, and coordinate with cross-functional teams to accelerate sales and adoption of Brivo solutions.

Responsibilities include building executive relationships, developing joint success plans, monitoring partner health, and guiding pipeline and forecast accuracy while collaborating with Sales, Marketing, Product,

Qualifications

• 3+ years in channel sales or partner management.
• Experience with SaaS or technology partners.
• Proven ability to grow partner revenue.
• Strong communication and relationship-building skills.

Responsibilities

• Serve as the primary contact for assigned reseller partners.
• Build relationships across executive, sales, and operations levels.
• Develop and execute joint success plans aligned to partner growth, adoption, and revenue outcomes.
• Monitor partner health and address risks to retention or performance.
• Identify cross-sell, upsell, and expansion opportunities within the partner base.
• Support partners through the sales cycle with strategy, positioning, and closing support.
• Maintain visibility into the partner pipeline and forecasting.
• Lead onboarding and ongoing training programs for reseller sales and technical teams.
• Collaborate with Sales, Marketing, Product, Support, and Operations to ensure partner success.
• Conduct bi-annual business reviews (2QBRs) with partners; track adoption, pipeline, and revenue.

Skills

Channel sales

Partner management

Account management

Sales forecasting

Relationship management

Cross-functional collaboration

Communication skills

Pipeline development

Strategic planning

Job description

The Partner Development Manager is responsible for driving the success, growth, and productivity of assigned reseller partners within a territory. This role operates as a hybrid of channel account management and partner success, ensuring partners are fully enabled, actively selling, and consistently generating revenue.

Key Responsibilities

Partner Success & Account Management

• Serve as the primary point of contact for assigned reseller partners.
• Build and maintain strong relationships across executive, sales, and operational levels within partner organizations.
• Develop and execute joint success plans aligned to partner growth, adoption, and revenue outcomes.
• Monitor partner health and proactively address risks to retention or performance.

Revenue Growth & Sales Execution

• Identify and drive cross-sell, upsell, and expansion opportunities within the partner base.
• Partner with RSMs to execute territory plans, achieve revenue targets and focus on RMR retention.
• Support partners in progressing opportunities through the sales cycle, including deal strategy, positioning, and closing support.
• Maintain visibility into the partner pipeline and contribute to accurate forecasting.

Partner Enablement & Onboarding

• Lead onboarding and ongoing training programs for reseller sales and technical teams.
• Ensure partners are fully equipped to position, demo, and sell solutions effectively.
• Drive adoption of partner tools, platforms, and sales resources.
• Track and improve partner readiness, certifications, and engagement levels.

Pipeline Development & Market Expansion

• Identify and pursue expansion opportunities within existing partner accounts to increase adoption of products and services.
• Engage directly in key opportunities alongside partners to influence deal strategy, positioning, and conversion outcomes.
• Align with marketing on targeted initiatives that support pipeline acceleration and market penetration, ensuring partner execution and follow-through.

Collaboration & Cross-Functional Alignment

• Work cross-functionally with Sales, Marketing, Product, Support, and Operations to ensure partner success.
• Act as the internal advocate for partners, providing feedback to improve products, processes, and programs.
• Coordinate with support and services teams to resolve partner issues and remove friction.

Performance Management & Business Reviews

• Conduct regular bi-annual business reviews (2QBRs) with partners in alignment with RSMs.
• Track and report on key performance metrics including adoption, pipeline, and revenue.
• Use data-driven insights to guide partner strategy and improve outcomes.

Skills, Knowledge and Expertise

• 3+ years of experience in channel sales, partner management, or account management (SaaS or technology preferred).
• Strong understanding of channel/reseller business models.
• Proven ability to drive partner engagement, pipeline, and revenue growth.
• Experience working cross-functionally across sales, marketing, and product teams.
• Excellent communication, presentation, and relationship management skills.
• Highly organized with the ability to manage multiple accounts and priorities.

Brivo is an equal employment opportunity employer and values diversity. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law. If you require reasonable accommodations during the application or interview process, please inform us.