Partner Manager – Strategic Partners, Distributors & System Integrators

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

📋 Description

• Manage commercial relationships with a portfolio of key partners, including industrial automation System Integrators, Distributors, and other participants in the Partner Program.

• Expand existing strategic partner accounts while also recruiting and engaging new partners.

• Develop relationships across partner leadership, sales, technical, marketing, and delivery teams.

• Identify, assess, and recruit organizations based on their market reach, technical capabilities, customer access, sales capacity, and strategic alignment.

• Oversee partner recruitment and onboarding processes.

• Enhance partner activation through training, account mapping, joint pipeline development, and early opportunity support.

• Create joint business plans that include revenue targets, pipeline objectives, enablement priorities, and marketing initiatives.

• Drive partner-led and co-selling opportunities from identification and qualification to positioning and closing.

• Coordinate deal strategies, pricing, and customer interactions with internal teams.

• Identify opportunities for customer renewals, upselling, and cross-selling throughout the partner ecosystem.

• Collaborate with Marketing on campaigns, events, webinars, and market development fund activities.

• Maintain precise CRM records, forecasts, deal registrations, and partner performance reports.

• Support Partner Program enablement, certification, incentives, and performance expectations.

• Work collaboratively with Sales, Marketing, Product, Customer Success, Renewals, and Support teams.

• Provide leadership with actionable feedback, clear forecasts, and market insights.

⛳️ Requirements

• 5+ years of relevant experience in B2B partner sales, channel sales, alliances, business development, or account management.

• Proven success in growing existing partner accounts while also recruiting and activating new partners.

• A track record of achieving or surpassing revenue, pipeline, or partner recruitment targets.

• Experience in executing a structured Partner Program, including recruitment, onboarding, enablement, co-selling, and performance management.

• Strong understanding of partner-led, resale, referral, distribution, System Integrator, and co-sell business models.

• Capability to create joint business plans that yield measurable commercial outcomes.

• Proficient in prospecting, discovery, qualification, negotiation, and closing skills.

• Confidence in building relationships across executive, commercial, and technical audiences, along with the ability to influence without direct authority.

• Good judgment in prioritizing partners, resolving channel conflicts, and navigating complex sales cycles.

• Familiarity with subscription revenue models, including annual recurring revenue, renewals, expansion, upsell, and cross-sell.

• Experience using CRM systems to manage opportunities, forecasts, and partner activities.

• Bachelor’s degree in Business, Engineering, Technology, or a related field, or equivalent practical experience.

• Established relationships with industrial automation System Integrators, Distributors, or technology alliance partners.

• Experience in industrial software, manufacturing technology, automation, IIoT, or OT.

• Understanding of how industrial partners develop business cases, influence purchasing decisions, and support technology adoption.

• Experience with Salesforce and tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or DealHub.

• Proven success in executing joint marketing initiatives and evaluating their contributions to pipeline and revenue.

• Must reside and work in an approved location within the United States.

🏝️ Benefits

• Competitive base salary and commission structure.

• Fully remote work from an approved U.S. location.

• Medical, dental, and vision insurance.

• Short-term and long-term disability coverage.

• Basic and voluntary life insurance.

• 401(k) plan with a company match.

• Flexible PTO with no accruals.

• Career development opportunities.