Channel Partner Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of Tango’s partner strategy and implementation with the Big 3 system integrators: PwC, Deloitte, and EY.

• Formulate and execute a channel partner strategy aimed at generating a qualified pipeline, partner-sourced revenue, and partner-influenced sales opportunities.

• Establish, manage, and enhance relationships with key channel partners.

• Identify, recruit, onboard, and empower new channel partners.

• Develop partner business plans, revenue objectives, joint go-to-market strategies, and sales activation plans.

• Collaborate closely with Sales, Marketing, Product, Customer Success, and Professional Services teams.

• Educate partners on Tango’s products, target customers, positioning, implementation strategies, and customer use cases.

• Create sales materials, presentations, collateral, campaigns, events, and training content for partners.

• Support partner-led initiatives and joint customer engagements, including meetings, demos, events, webinars, trade shows, and demand generation activities.

• Identify opportunities in corporate real estate, facilities, workplace management, lease administration, retail, restaurant, and public sector accounts.

• Analyze partner pipeline, sales activities, market feedback, competitive insights, and business priorities.

• Monitor partner performance, pipeline contributions, conversion rates, revenue impact, and program effectiveness using Tango systems like Salesforce.

• Establish repeatable channel processes that enhance productivity, sales effectiveness, and accountability.

• Identify emerging channel opportunities, industry influencers, and ecosystem relationships.

• Provide market and competitive intelligence to internal teams and leadership.

• Represent Tango at industry events, partner meetings, customer visits, and trade shows.

• Act as an internal subject matter expert on channel strategy and partner engagement.

⛳️ Requirements

• Over 8 years of relevant experience in channel management, partner management, business development, strategic alliances, enterprise sales, or similar roles.

• Strong relationships with PwC, Deloitte, and EY.

• In-depth industry knowledge in IWMS, corporate real estate, facilities management, workplace technology, lease administration, retail operations, restaurant operations, public sector, or enterprise SaaS.

• Proven track record in generating revenue through channel partners, referral partners, alliances, or strategic industry relationships.

• Experience with complex B2B or enterprise SaaS sales cycles, multi-stakeholder buying committees, and consultative sales processes.

• Understanding of how to identify, qualify, develop, and close partner-sourced or partner-influenced opportunities.

• Ability to cultivate and sustain executive-level partner relationships.

• Experience in creating joint business plans, go-to-market strategies, partner enablement programs, and sales activation plans.

• Strong commercial acumen, including pipeline management, revenue forecasting, sales metrics, and partner performance tracking.

• Capability to translate technical software features into clear business value.

• Exceptional written and verbal communication skills, along with partner presentation capabilities.

• Proficient in cross-functional collaboration.

• Strong organizational and project management skills.

• Analytical mindset.

• Self-motivated with sound judgment, ownership, and the ability to operate independently.

• Ability to influence without direct authority in a matrixed organization.

• Willingness to travel as necessary.

• Bachelor’s degree in Business, Marketing, Communications, or equivalent experience.

🏝️ Benefits

• Health, dental, and vision insurance.

• 401(k) plan with company match.

• Generous paid time off.

• Flexible work environment (remote, hybrid, or in-office options).

• Inclusive and collaborative culture.

• Equal opportunity employment.