Partner Manager

RightRev; United States; On-site; USD 80,000 - 120,000; Full time

Job summary

A fast-growing SaaS company is seeking a Partner Manager to execute strategic channel sales programs aimed at revenue growth and market expansion. This role involves building partnerships primarily with ISV partners, overseeing channel development, and ensuring alignment with company goals. Ideal candidates will have 5-7 years of relevant experience, strong leadership skills, and a track record of successful channel program management. The position offers a dynamic environment to drive significant growth in channel sales.

Qualifications

• 5-7 years of experience in channel sales, business development, or strategic partnerships, preferably within the SaaS industry.
• Proven track record of building and scaling successful channel programs in a B2B environment.
• Strong understanding of indirect sales models, partner ecosystems, and go-to-market strategies.

Responsibilities

• Develop and implement a comprehensive channel sales strategy to expand market presence and increase revenue.
• Identify and cultivate new channel partnerships, specifically with ISV partners.
• Build and maintain strong relationships with key channel partners.

Skills

Channel sales

Business development

Strategic partnerships

Negotiation

Leadership

Analytical skills

Communication

Education

Bachelor’s degree in business, Sales, Marketing, or a related field

Tools

CRM systems

Sales performance tracking tools

Job description

RightRev is a fast-growing SaaS company delivering next-generation revenue recognition automation. Purpose-built for today’s complex business models—including subscription, usage based, and professional services—RightRev helps finance teams stay compliant with ASC 606/IFRS15 while accelerating close processes and improving forecast accuracy. We integrate seamlessly with Salesforce, other Quote-to-Cash tech stacks, and major ERP platforms, empowering organizations to scale revenue operations with confidence. As we expand our market presence, we’re building a robust partner ecosystem that includes leading Global Systems Integrators (GSIs), specialized and boutique SIs, and strategic ISV and technology alliances. The Partner Manager is responsible for executing a strategic channel sales program to drive revenue growth, expand market reach, and strengthen partnerships primarily with ISV partners. This role involves overseeing channel development, partner enablement, and sales performance while ensuring alignment with company goals.

Description

The Partner Manager is responsible for executing a strategic channel sales program to drive revenue growth, expand market reach, and strengthen partnerships primarily with ISV partners. This role involves overseeing channel development, partner enablement, and sales performance while ensuring alignment with company goals. The Partner Manager will work closely with executive leadership including the Chief Strategy Officer (who owns Partnerships) as well as sales, marketing, and product teams, to optimize channel sales strategies and enhance partner relationships.

Responsibilities

• Develop and implement a comprehensive channel sales strategy to expand market presence and increase revenue.
• Identify and cultivate new channel partnerships, specifically with ISV partners but also assisting with system integrators.
• Define and drive channel sales objectives, KPIs, and performance metrics to ensure achievement of revenue targets.

Partner Relationship Management

• Build and maintain strong relationships with key channel partners to drive engagement, loyalty, and sales effectiveness.
• Negotiate and manage contracts, incentive programs, and joint go-to-market initiatives with partners.
• Conduct regular business reviews with partners to assess performance and identify growth opportunities.

Sales Strategy & Execution

• Drive partner-led and partner-influenced deal flow by actively aligning the RightRev Sales team and the ISV partners.
• Work with marketing and product teams to create co-branded marketing initiatives, sales collateral, and demand generation campaigns.
• Collaborate with direct sales teams to ensure seamless coordination between direct and indirect sales efforts.
• Monitor market trends, competitor activities, and partner needs to adjust strategies accordingly.

Partner Enablement & Support

• Oversee the development and execution of partner training, certification, and enablement programs.
• Ensure partners have the necessary tools, resources, and support to effectively sell and service customers.
• Manage channel sales budget, including partner incentives, and sales performance incentives.
• Track and analyze sales performance, providing regular reports and insights to executive leadership.
• Drive continuous improvement in channel sales processes, policies, and systems.

Skills and Qualifications

• Bachelor’s degree in business, Sales, Marketing, or a related field.
• 5-7 years of experience in channel sales, business development, or strategic partnerships, preferably within the SaaS industry.
• Proven track record of building and scaling successful channel programs in a B2B environment.
• Strong understanding of indirect sales models, partner ecosystems, and go-to-market strategies.
• Exceptional leadership, negotiation, and relationship management skills.
• Ability to develop and execute strategic sales plans while managing operational details.
• Strong analytical skills with proficiency in CRM systems and sales performance tracking tools.
• Excellent communication, presentation, and interpersonal skills.