Partner Development Manager

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.

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.

• 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.

• 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…