Partner Manager

Jobtailor

Arizona

On-site

USD 120,000 - 180,000

Full time

2 days ago

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Job summary

Gusto is seeking a Senior Partner Manager to drive strategy and growth for Gusto Pro partners in the US. You will manage complex relationships, pitch growth opportunities, and coordinate cross-functional efforts with senior leaders.

You will leverage AI-powered workflows, negotiate renewals, and contribute to the product roadmap while traveling to industry events and meetings across the territory.

Qualifications

5+ years of experience in partner management or sales roles.
Proven track record exceeding sales quotas.
Experience negotiating six-figure contracts.
Deep knowledge of the accounting firm landscape and tech needs.
Experience integrating AI into workflows.
Strong analytical and problem-solving abilities.
CRM and sales software proficiency (Salesforce, ZoomInfo, Tableau).

Responsibilities

Drive strategy and growth for Gusto Pro partners.
Maintain and expand revenue and usage within assigned firms.
Identify, pitch, and facilitate growth opportunities.
Build relationships across partner organizations from staff accountants to managing partners.
Manage complex partner relationships and product configurations.
Use AI-powered workflows daily and collaborate with the team to improve tools and processes.
Work cross-functionally with senior Gusto team members to strengthen partner relationships and coordinate joint efforts.
Provide input into the Gusto Pro product roadmap and processes.
Identify risks and revenue-growth opportunities in assigned accounting firms.
Build territory and account plans and lead Quarterly Business Reviews.
Balance new partner acquisition with development of active partners.
Serve as the single point of contact for partners on behalf of aligned cross-functional sales roles.
Coordinate outreach and partner enablement to grow cross-sell and upsell adoption.
Lead weekly status calls, upsell calls, and QBRs.
Drive awareness and usage of new or updated Gusto Pro features and integrations.
Own contract renewals and upsells, including negotiating terms.
Collaborate with product, design, and engineering on product roadmap recommendations.
Coordinate with C-suite executives, partners, and cross-functional teams.
Report sales activity, pipeline progress, and market trends to leadership.
Travel to meet prospective partners and represent Gusto at industry events and conferences

Skills

Partner management

Sales quota exceedance

Contract negotiation

AI integration

CRM proficiency

Relationship building

Analytical problem solving

Collaboration

Autonomy

Communication

Tools

Salesforce

ZoomInfo

Tableau

Job description

Drive strategy and growth for a portfolio of Gusto Pro's largest and most strategic accounting firm partners
Maintain and expand revenue and usage within assigned firms
Identify, pitch, and facilitate growth opportunities
Build relationships across partner organizations, from staff accountants to managing partners
Manage complex partner relationships and product configurations
Use AI-powered workflows daily and collaborate with the team to improve tools and processes
Work cross-functionally with senior Gusto team members to strengthen partner relationships and coordinate joint efforts
Provide input into the Gusto Pro product roadmap and processes
Identify risks and revenue-growth opportunities in assigned accounting firms
Build territory and account plans and lead Quarterly Business Reviews
Balance new partner acquisition with development of active partners
Serve as the single point of contact for partners on behalf of aligned cross-functional sales roles
Coordinate outreach and partner enablement to grow cross-sell and upsell adoption
Lead weekly status calls, upsell calls, and QBRs
Drive awareness and usage of new or updated Gusto Pro features and integrations
Own contract renewals and upsells, including negotiating terms
Collaborate with product, design, and engineering on product roadmap recommendations
Coordinate with C-suite executives, partners, and cross-functional teams
Report sales activity, pipeline progress, and market trends to leadership
Travel to meet prospective partners and represent Gusto at industry events and conferences

Requirements

5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function
Consistent track record of exceeding sales quotas and building long-term client relationships
Experience negotiating complex six-figure contracts
Deep understanding of the accounting firm landscape, including business models, challenges, and technology needs
Ability to articulate contractual, technical, and financial value points to partners and senior leaders
Proven day-to-day experience integrating AI into workflows across writing, research, preparation, and summarization
Track record of providing clear, useful feedback to improve tools and processes
Strong analytical and problem-solving abilities
Ability to work collaboratively and autonomously
Experience with CRM and sales software, such as Salesforce, ZoomInfo, and Tableau

Core Competencies

Demonstrates expertise in managing complex partner relationships and driving revenue growth within accounting firms, leveraging AI-powered workflows and strong analytical skills to enhance product offerings and partner engagement.

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