Partner Manager

Make is the platform to manage all your automations and AI agents in one visual landscape – for teams driving business impact without relying on developers. Part of Celonis, a global leader in process intelligence recognized on the Forbes Cloud 100 for seven consecutive years, we’re headquartered in Prague, Czechia, with hubs in Madrid, Munich, Raleigh, and Pristina, and teams across the UK, France, India, and the Netherlands, among other locations.

As a Solutions Partner Manager, you will play a key role in identifying, acquiring, and developing high-value partnerships with System Integrators, IT consulting firms, and distributors. Your mission is to enable partners to drive revenue, expand Make’s market presence, and ensure successful customer adoption through partner-led services and solutions.

You will join Make’s Partner Enablement team and work closely with Partner Managers, Account Executives, and Sales leadership across the entire US. This role will be based in Raleigh and will collaborate closely with the local sales team to strengthen partner relationships, drive joint opportunities, and accelerate revenue growth. You will have support from experienced partner colleagues while owning your partner portfolio and initiatives.

• Partner Acquisition & Onboarding:
  Identify, attract, and recruit strategic System Integrators (SIs), Distributors, and IT consulting companies aligned with Make’s go-to-market strategy.
• Enable & Develop Partners:
  Drive training, skilling, and certification programs to ensure partners are equipped to successfully sell and implement Make solutions.
• Co-Selling & Revenue Growth:
  Collaborate with partners and internal sales teams to drive joint business opportunities and maximize partner-sourced revenue.
• Manage Partner
  
  Incentives:
  
  Execute Marketing Development Funds (MDF) to support deal acceleration and demand generation.
• Go-to-Market (GTM) Execution:
  Lead targeted outreach campaigns, webinars, and co-marketing activities to strengthen partner engagement.
• Performance Tracking & Optimization:
  Define key success metrics, track partner performance, and continuously refine engagement strategies.
• Cross-Functional Collaboration:
  
  Work closely with Sales, Marketing, and Product teams to align partner initiatives with company growth objectives.

• 2-3 years of experience in partner management, channel development, sales, business development, consulting, or similar customer-facing roles within a B2B SaaS company.
• Proven ability to recruit, onboard, and scale partnerships with system integrators, distributors, or consulting companies and drive partner-sourced revenue.
• Strong understanding of go-to-market strategies, co-selling dynamics, and partner enablement strategies (experience within iPaaS, Automation, or similar tech categories is a plus).
• Excellent communication, negotiation, presentation, and relationship-building skills with the ability to influence and collaborate across teams.
• Ability to adapt to evolving market dynamics, partner requirements, and organizational priorities while staying focused on delivering value and achieving strategic goals.
• Self-starter with a data-driven and results-oriented approach, capable of managing multiple initiatives in a fast-paced environment.
• Willingness to travel occasionally across the US for partner meetings, events, and team collaboration.
• Bachelor’s degree in business or IT related fields (Master’s degree is a plus)

• Multinational team creating the future of automation.
• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships).
• Great compensation and benefits packages which vary depending on location…