Partner Manager

Overview

Make is the platform for automating processes and managing AI agents. As part of Celonis, a global leader in process intelligence, Make operates globally with headquarters in Prague and offices in Madrid, Munich, Raleigh, and Pristina. The Solutions Partner Manager role focuses on building strong partnerships with System Integrators, IT consulting firms, and distributors to drive revenue and expand Make's market presence.

Responsibilities

• Identify, attract, and recruit strategic System Integrators, Distributors, and IT consulting companies aligned with Make’s go-to-market strategy.

• Drive training, skilling, and certification programs to ensure partners are equipped to successfully sell and implement Make solutions.

• Collaborate with partners and internal sales teams to drive joint business opportunities and maximize partner-sourced revenue.

• Manage partner incentives, execute Marketing Development Funds (MDF) to support deal acceleration and demand generation.

• Lead targeted outreach campaigns, webinars, and co-marketing activities to strengthen partner engagement.

• Define key success metrics, track partner performance, and continuously refine engagement strategies.

• Work closely with Sales, Marketing, and Product teams to align partner initiatives with company growth objectives.

Requirements

• 2-3 years of experience in partner management, channel development, sales, business development, consulting, or similar customer-facing roles within a B2B SaaS company.

• Proven ability to recruit, onboard, and scale partnerships with system integrators, distributors, or consulting companies and drive partner-sourced revenue.

• Strong understanding of go-to-market strategies, co-selling dynamics, and partner enablement strategies (experience within iPaaS, Automation, or similar tech categories is a plus).

• Excellent communication, negotiation, presentation, and relationship-building skills with the ability to influence and collaborate across teams.

• Ability to adapt to evolving market dynamics, partner requirements, and organizational priorities while staying focused on delivering value and achieving strategic goals.

• Self-starter with a data-driven and results-oriented approach, capable of managing multiple initiatives in a fast-paced environment.

• Willingness to travel occasionally across the US for partner meetings, events, and team collaboration.

• Bachelor’s degree in business or IT related fields (Master’s degree is a plus).

What We Offer

• Multinational team creating the future of automation.

• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships).

• Great compensation and benefits packages which vary depending on location including; RSU options, healthcare cover, generous time off, meal tickets, travel cards, parental leave, and much more).

• An open-minded culture with innovative, autonomous teams.

• Employee resource communities to help you feel connected, valued and seen.