Partnerships Manager, 3PL & Logistics Technology

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

📋 Description

• Take ownership of the annual revenue objectives, pipeline management, forecasting, and performance reporting for business generated through partners in 3PL and logistics platforms.

• Act as the primary commercial liaison for a portfolio of existing partners, collaborating with executive, sales, customer success, operational, and technical teams.

• Create collaborative business plans, revenue goals, operational rhythms, and growth strategies for key partnerships.

• Implement referral and co-selling strategies alongside the Sales team, support ongoing opportunities, and progress partner-related transactions.

• Assess and identify potential partners based on merchant demand, strategic alignment, operational capabilities, technical preparedness, and revenue prospects.

• Spearhead new partnerships from initial outreach and discovery through business-case formulation, negotiation, contracting, onboarding, launch, and growth phases.

• Design joint go-to-market initiatives, including referrals, co-selling, sales enablement, co-marketing efforts, events, and customer-focused programs.

• Provide partner sales and customer-facing teams with essential messaging, training, and resources.

• Assume responsibility as the business owner for logistics platform integrations, managing requirements, stakeholders, dependencies, timelines, testing, and launch readiness.

• Conduct regular business reviews and monitor KPIs, including pipeline metrics, forecast accuracy, revenue, merchant adoption, integration usage, partner engagement, and service quality.

• Utilize feedback from partners, merchants, and performance metrics to enhance partner strategy, enablement, commercial initiatives, and internal processes.

• Represent Happy Returns in partner meetings, customer discussions, trade shows, warehouse and facility visits, and industry forums.

⛳️ Requirements

• A minimum of 5 years of relevant experience in a logistics SaaS company, carrier, 3PL, fulfillment provider, or a similar logistics business.

• Proven experience in business development, sales, strategic partnerships, partner management, channel partnerships, channel sales, strategic alliances, or a similar commercial position.

• Demonstrated history of owning or directly contributing to revenue targets and achieving measurable outcomes through partners, channels, or strategic accounts.

• Proficient in pipeline management and forecasting.

• Strong knowledge of fulfillment, warehousing, transportation, reverse logistics, and the associated technologies.

• Experience managing external relationships through negotiation, contracting, onboarding, launch, and sustained growth.

• Excellent commercial acumen; capable of developing business cases, structuring partnerships, negotiating agreements, and engaging senior stakeholders.

• Experience in coordinating cross-functional collaboration among Sales, Product, Solutions Engineering, Onboarding, Operations, Marketing, Finance, and Legal teams.

• Ability to organize and facilitate technical discussions without being the primary technical expert.

• Strong communication, project management, and organizational skills.

• Willingness to travel approximately 10–20% of the time.

• Preferred: experience in creating or scaling referral, reseller, co-sell, channel, or strategic alliance programs.

• Preferred: working knowledge of APIs, data flows, platform integrations, and technical discovery processes.

• Preferred: established relationships within the 3PL, fulfillment technology, or broader logistics ecosystem.

• Preferred: experience in developing partner enablement materials, playbooks, business reviews, or performance-reporting frameworks.

• Must have authorization to work in the U.S.; visa sponsorship is unavailable.

🏝️ Benefits

• Equal opportunity employment.

• Travel approximately 10–20% for trade shows, partner onsite meetings, warehouse and facility tours, company events, and other business requirements.