Partner Development Manager

Phocas Software; United States; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Health Plan

Life Insurance

Paid Time Off

Family Leave

Work From Home

Wellness Resources

Job summary

Phocas Software is seeking a results-focused Partner Development Manager to scale a high-performing partner ecosystem. You will recruit, onboard, and enable referral, reseller, and services partners aligned to our ICP, driving new customer growth and bookings.

The role sits at the nexus of Sales, Marketing, and Enablement, requiring cross-functional collaboration to build compelling joint value propositions, negotiate win-win terms, and sustain partner success across multiple markets.

Qualifications

• Demonstrated experience in B2B SaaS channel or partner development.
• Strong commercial acumen with ability to structure win–win terms.
• Excellent communication and relationship-building skills.

Responsibilities

• Recruit and onboard partners into Phocas ecosystem.
• Enable partners to generate pipeline and contribute to bookings.
• Negotiate terms, margins, and program structures with partners.
• Develop co-marketing and enablement activities to drive partner success.
• Manage partner relationships across multiple stages from recruitment to maturity.

Skills

Partner development

B2B SaaS

Sales enablement

Negotiation

Relationship building

Job description

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

We know that fun is different for everyone. So, if you want to try out innovative approaches to sales, lead a project, save the planet, or spend more time with your favourite people outside work, you’ll have our full support.

As long as you’re doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

Create your happy place

The Partner Development Manager is accountable for building and scaling a high-performing partner ecosystem that drives new customer growth. This role executes Phocas' partner GTM strategy through referral, reseller, and services partners aligned to our ICP — recruiting the right partners, enabling them to generate pipeline, and managing them toward continued contribution to bookings.

This is an ideal opportunity for a commercially driven channel marketer who knows how to identify the right partners, make a compelling case for Phocas, negotiate terms that work for both sides, and build the enablement structures that turn a signed agreement into a live, contributing relationship.

Phocas' partner channel is a key lever for new logo growth, particularly in markets and verticals where trusted third-party relationships accelerate access and credibility. Referral is our primary partner motion — quality and selectivity matter more than volume — but we also support reseller and services partners who can extend Phocas' reach and delivery capacity.

This role sits at the intersection of Sales, Marketing, and Enablement — working cross-functionally to recruit the right partners, equip them to succeed, and develop the joint value propositions that make Phocas compelling to a partner's own customer base.

Why This Role Matters

• Partner-Generated ARR: Primary owner of partner-sourced new logo ARR — recruiting and activating partners who contribute directly to bookings pipeline.
• Ecosystem Recruitment: Builds a selective, high-quality partner pipeline — identifying the best-fit referral, reseller, and services partners and converting them into active program participants.
• Partner Enablement: Trains and equips partners to generate pipeline independently — delivering sales enablement, joint value proposition development, and co-marketing programs that drive partner confidence and activity.
• Commercial Structuring: Negotiates partner program terms, margins, and commercial arrangements — including price lists, OEM structures, and business plans — that create genuine win-win outcomes.
• Ecosystem Health: Manages a portfolio of onboarded partners toward continued growth — measuring engagement, migrating legacy arrangements, and keeping partner contacts active and connected to Phocas.

This role works cross-functionally across Marketing, Sales, Enablement, Pre-Sales, Finance, and Operations to execute the partner GTM strategy and ensure partners are fully supported at every stage of the relationship.

What You Will Be Responsible For

• Know all target partners, develop a recruitment pipeline, and sign the best-fit partners into the Phocas ecosystem — with referral as the primary motion and selectivity applied to reseller relationships.
• Deliver a compelling pitch to recruit new partners into the program, negotiating terms and margins that establish a strong commercial foundation for the relationship.
• Train partners on how to generate pipeline and how to engage Phocas in a sales process — co‑delivering sales enablement through webinars, lunch and learns, and other formats.
• Enable partners to deliver high‑quality services alongside Phocas products, and successfully onboard partners such that they are contributing to bookings pipeline.
• Develop partner‑sourced deals in close collaboration with Sales and Marketing, and manage onboarded, fully‑ramped partnerships — including VARs and Publishers — toward continued growth.
• Establish business plans and mutually agreeable goals with partners, activated through co‑marketing, sales enablement, and joint engagement activities.
• Develop high‑value commercial arrangement — price lists, OEM structures, or equivalent — that create genuine win‑win scenarios for Phocas and its partners.
• Map and influence all client‑facing contacts at partner organizations, measuring engagement levels and maintaining strong relationships across each partner's team.
• Migrate legacy partnerships to updated commercial terms and maintain the Phocas + Partner joint value proposition as a co‑developer alongside each partner.
• Attend industry events and trade shows, stay current on the Phocas product and value proposition, and represent the partner program externally with credibility.

Who We Are Looking For

• Demonstrated experience in B2B SaaS channel or partner development, with a track record of recruiting, onboarding, and growing technology partners.
• Strong commercial acumen — able to negotiate partner program terms, structure win‑win commercial arrangements, and manage partners to defined targets.
• Compelling communicator and relationship builder — able to pitch Phocas effectively to prospective partners and maintain high‑value relationships over time.
• Experienced in delivering partner sales enablement — comfortable running webinars, workshops, and training sessions that build partner capability and confidence.
• Understands the mechanics of referral, reseller, and services partner models — knows when to use each and how to structure agreements accordingly.
• Highly organized with the ability to manage a portfolio of partnerships at different stages — recruitment, onboarding, ramp, and maturity — simultaneously.
• Collaborative and cross-functional — able to work effectively with Marketing, Sales, Enablement, Finance, and Operations to deliver a seamless partner experience.

Why Phocas?

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

We know that fun is different for everyone. So, if you want to build something meaningful in the partner channel, lead a project, save the planet, or spend more time with your favourite people outside work, you'll have our full support.

As long as you're doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

• Health Care Plan (Medical, Dental & Vision)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Work From Home
• Wellness Resources

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.