Senior Partner Manager

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

📋 Description

• Take ownership of strategic partner relationships, serving as the sole accountable lead for a designated group of high-value partners. Cultivate deep, trustworthy connections with partner leadership and act as the primary commercial liaison throughout the entire partnership lifecycle.

• Structure and negotiate intricate commercial agreements. Oversee renewals and expansion discussions related to program fees and seat licenses. Manage sublicense and whitelabel dialogues, as well as adapt to changing business models. Collaborate with Legal and Finance on Master Service Agreements (MSAs), program exhibits, Data Processing Agreements (DPAs), and tailored commercial terms.

• Propel direct expansion efforts. Increase direct partner revenue by aligning license orders with partner program demand, pinpointing growth opportunities as programs evolve, and boosting license attachments within the portfolio.

• Oversee a co-sell and referral strategy. Conduct account mapping with partners to uncover enterprise opportunities, assess and direct referrals to Account Executives (AEs), and manage co-sell initiatives where partners maintain documented ongoing involvement. Own the partner-influenced pipeline metrics alongside a direct revenue quota.

• Empower partners as sellers. Lead the onboarding process post-signature and provide continuous enablement support. Train partner teams on effectively positioning and selling Yoodli within their programs, focusing on go-to-market strategies and product integration. Ensure the initial program delivery is a quantifiable success.

• Foster co-marketing initiatives. Collaborate closely with both internal and external marketing teams to pinpoint content and event marketing opportunities.

• Coordinate across functions. Collaborate effectively with Account Executives, Customer Success Managers (CSMs), Support, Legal, Finance, and Product teams to meet partner needs. Maintain rigorous CRM standards and partner data integrity in HubSpot.

⛳️ Requirements

• Possess 4 to 7+ years of experience in partnerships, channel sales, strategic account management, or a blended Account Executive/Customer Success Manager role, with a proven record of managing named high-Annual Contract Value (ACV) relationships.

• Have a track record of successfully nurturing complex commercial agreements, including multi-component pricing, multi-year terms, and sublicensing or reseller arrangements.

• Experience in managing direct revenue quotas and/or referral/influenced pipeline metrics is essential.

• Exhibit strong commercial instincts and the discernment to know when to escalate issues, maintain positions, or negotiate trades.

• Comfortable navigating ambiguity and creating structure in a developing channel environment.

• Proficient in CRM practices (HubSpot preferred), Crossbeam, partner enablement tools, and partner data management systems.

• Demonstrate exceptional cross-functional coordination skills.

• Preferred: experience in SaaS, Learning & Development, sales enablement, or the coaching/training sector.

• Willingness to travel approximately 10% - 20% of the time for partner-related meetings, events, and conferences.

🏝️ Benefits

• Significant impact opportunity: Play a key role in building and scaling a company from the ground up.

• Collaborate daily with the founding team and mentors.

• Be part of a fun, inclusive, and highly motivated team culture (and contribute to shaping it!).