Partner Business Manager

Accountabilities

• Own and grow a portfolio of reseller partnerships by identifying opportunities for revenue expansion and long-term collaboration.
• Create trusted relationships with partner representatives, sales teams, and key stakeholders to increase engagement and advocacy.
• Work directly with partners on active opportunities, including joint customer calls, deal strategy, pricing discussions, and removing sales obstacles.
• Identify and recruit new reseller partners aligned with business growth objectives.
• Develop and execute joint business plans, including partner enablement, incentives, training programs, and co-marketing initiatives.
• Drive partner pipeline growth through regular communication, proactive support, and strategic account planning.
• Support partner sales teams by providing resources, guidance, and expertise throughout the sales cycle.
• Represent the organization at partner events, industry conferences, and customer-facing engagements.
• Monitor partner performance, pipeline contribution, and program effectiveness while identifying opportunities for improvement.
• Create reporting and insights around partner activity, revenue impact, and return on investment.
• Support public sector partner opportunities, including SLED and federal channel environments, when applicable.

Requirements

• Strong partnership management experience, a proven ability to drive revenue through channel relationships, and the ability to operate effectively in a fast-paced B2B SaaS environment.
• Experience building and scaling partner programs within B2B SaaS, cybersecurity, technology, or related industries.
• Proven ability to develop field-level partner relationships and generate pipeline through co-selling initiatives.
• Strong operational skills, including creating processes, developing partner playbooks, and aligning internal sales teams.
• Experience managing reseller relationships and supporting complex sales cycles.
• Strategic mindset combined with strong execution skills and the ability to manage day-to-day partner activities.
• Excellent communication, negotiation, and collaboration skills with both internal teams and external partners.
• Ability to thrive in an early-stage, high-growth environment with changing priorities and significant ownership.
• Entrepreneurial mindset with a proactive, problem-solving approach.
• Familiarity with technology resellers and channel partners such as GuidePoint, Evotek, VLCM, Tech Data, or similar organizations is a plus.
• Experience supporting public sector partner ecosystems is a bonus.

Benefits

• Comprehensive medical, dental, and vision insurance coverage.
• 401(k) matching program.
• 20 days of paid time off.
• 15 paid sick days.
• 12 company-paid holidays.
• Childcare expense reimbursement.
• Fitness and mobile phone reimbursement programs.
• Birthday time off.
• Opportunity to contribute to the growth of a mission-driven technology company.
• Collaborative and entrepreneurial work environment with opportunities for professional growth.