Channel Partner Manager

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

📋 Description

• Lead Tango's partnership strategy and execution with the Big 3 system integrators: PwC, Deloitte, and EY

• Formulate and implement a channel partner strategy to enhance the qualified pipeline, partner-sourced revenue, and partner-influenced opportunities

• Establish, manage, and nurture relationships with key channel partners

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

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

• Collaborate with Sales, Marketing, Product, Customer Success, and Professional Services for partner enablement and alignment

• Educate partners on Tango's offerings, target audiences, competitive landscape, implementation strategies, and customer use cases

• Create materials for partners, including presentations, marketing collateral, campaigns, events, and training content

• Assist with partner-led and joint customer engagements, demonstrations, events, webinars, trade shows, and demand-generation activities

• Identify opportunities across 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 objectives

• Monitor partner performance, pipeline contributions, conversion rates, revenue impact, and program efficiency using Tango systems such as Salesforce

• Establish repeatable channel processes to enhance partner productivity, sales effectiveness, and accountability

• Discover 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, partner engagement, and industry-specific sales opportunities

⛳️ Requirements

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

• Established relationships with PwC, Deloitte, and EY

• Extensive 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 of 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 approaches

• Strong understanding of identifying, qualifying, developing, and closing partner-sourced or partner-influenced opportunities

• Demonstrated capability to build and sustain executive-level partner relationships

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

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

• Ability to convey technical software capabilities into clear business advantages

• Exceptional written and verbal communication skills, particularly in partner presentations

• Skills in cross-functional collaboration with Sales, Marketing, Product, Customer Success, and Professional Services

• Strong organizational and project management capabilities

• Analytical thinking and ability to assess program effectiveness and suggest improvements

• Self-motivated with sound judgment, ownership, and the ability to work autonomously

• Capability to influence without direct authority in a matrixed organization

• Willingness to travel as required

• 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 supporting remote, hybrid, or in-office arrangements

• Inclusive and collaborative culture