Manager, Channel Partnerships

Responsibilities

• Lead, coach, and develop a team of Channel Partner Managers responsible for sourcing, supporting, and growing partner‑led pipeline.
• Scale the team through strategic hiring, onboarding, and ongoing development of new Channel Partner Managers.
• Actively contribute to a high‑performing, people‑first team culture grounded in trust, development, and accountability.
• Monitor individual and team performance and support Channel Partner Managers in hitting quarterly quotas tied to partner‑sourced pipeline and closed revenue through focused coaching, prioritization, and removal of obstacles rather than individual deal ownership.
• Build and iterate on partner programs, playbooks, and engagement models across VC/PE, HR consultants, pilot programs, and associations.
• Use data and performance metrics to understand partner contribution to pipeline, identify trends, and guide team focus.
• Work closely with sales leadership and individual sellers to support partner‑sourced opportunities from lead submission through close and post‑sale.
• Ensure strong handoffs, visibility, and accountability across partnerships and sales to maximize conversion and partner experience.
• Coordinate with marketing, partner experience, and partner operations to proactively support the development of partner‑facing enablement, webinars, and co‑branded initiatives by identifying and prioritizing relevant needs.
• Work cross‑functionally with customer success, finance, operations, and product to advocate for partner needs and improve outcomes for both partners and their clients.
• Ensure the regular, systematic collection of partner feedback and ecosystem insights to inform program and product improvements.
• Act as a point of escalation for partner or process‑related issues and help Channel Partner Managers navigate complex situations.
• Handle general management responsibilities, such as conducting 1:1s, leading regular team meetings, generating weekly report‑ups, and conducting annual performance reviews.

• 6–8 years of experience in partnerships, channel management, or related roles.
• Prior experience managing teams that support partner‑sourced pipeline and revenue strongly preferred.
• Demonstrated success coaching quota‑carrying, partner‑facing individual contributors with a track record of excellence in driving teams to meet or exceed KPIs.
• Experience building or scaling teams, programs, or processes in a growing or ambiguous environment.
• Track record of building robust partnership relationships and executing complex partner agreements.
• Strong cross‑functional collaboration skills, particularly with sales and success teams.
• Experience using Salesforce or similar CRM tools.
• Excellent interpersonal and emotional intelligence skills.
• Impeccable organizational, written and verbal communication skills with acute attention to detail.
• Self‑starter mindset with a willingness to roll up sleeves and support the team as needed.
• Experience working with partners in HR, benefits, accounting, professional services, or VC/PE a plus.