Supply Chain Partner Enablement Manager

About the role

We are seeking an experienced Strategic Parcel Supply Chain Partnerships Manager to build, activate, and scale high-impact partnerships across the supply chain, logistics, and transportation ecosystem. This role is designed for a partner leader who thrives on execution. Someone who can operationalize existing partners, recruit the right partners, and ensure they are enabled and drive real pipeline and revenue.

This is not a logo-collection role. You will own the full partner lifecycle: recruitment, onboarding, enablement, GTM execution, and ongoing performance management for channel partners selling our parcel spend management services and SaaS solutions. You will work cross-functionally with Sales, Marketing, Product, and Operations to turn partners into productive extensions of our GTM engine.

Responsibilities

• Drive co-sell execution with active partners on real opportunities.
• Align partners with Sales on: Account targeting, Deal support, and Opportunity acceleration.
• Partner with Marketing to execute joint GTM initiatives (webinars, trade shows, partner forums, campaigns).
• Identify, recruit, and sign supply chain, logistics, 3PL, freight, warehousing, and technology partners aligned to our ICP and GTM strategy.
• Prospect and qualify partners through independent research, outbound outreach, and industry relationships.
• Evaluate partner fit based on market coverage, customer overlap, service capabilities, and execution readiness.
• Own partner onboarding, activation, and readiness to sell.
• Deliver partner enablement, including: Joint value propositions, GTM playbooks and use cases, deal registration and engagement processes.
• Ensure partners understand how and when to engage with Sales to support deal execution.
• Own and define the Total Addressable Market (TAM), Serviceable Available Market (SAM), and Serviceable Obtainable Market (SOM) for each strategic partner.
• Build and maintain partner-level market models that quantify: Target industries, verticals, and segments, account volumes and customer overlap, and revenue potential by solution and use case.
• Own forecasting, reporting, and KPI performance for: Partner-sourced and partner-influenced pipeline, and partner activation and engagement.
• Use TAM/SAM/SOM insights to prioritize investments across partners, identify expansion opportunities, and set realistic activation and revenue expectations.
• Ensure partners are enabled not just to sell, but to execute against a defined and measurable market opportunity.
• Continuously optimize partner performance through data, feedback, and iteration.
• Serve as the primary liaison between partners and internal teams.
• Collaborate closely with Sales, Marketing, and Operations to ensure partner motions are aligned and executable.
• Support broader company initiatives that advance our mission, vision, and values.

Requirements

• 3–5+ years of experience in parcel channel partnerships, alliances, or ecosystem roles, preferably in: Supply chain, Logistics, Transportation, and SaaS platforms serving operational teams.
• Proven experience recruiting and activating channel or strategic partners, not just signing them.
• Strong understanding of partner operations, enablement, and co-sell execution.
• Experience using CRM and PRM platforms (HubSpot + Allbound, Euler, PartnerStack, etc.).
• Demonstrated ability to operate independently in a remote or hybrid environment.
• Proven track record of hitting quarterly and annual KPIs tied to partner outcomes.

Qualifications

• Strong operational mindset with attention to process and follow-through
• Excellent communication skills (written, verbal, presentations)
• Highly organized with strong forecasting and reporting discipline
• Self-starter with a bias toward ownership, action, and accountability
• Comfortable prospecting, qualifying, and closing partners independently

Skills

• Experience working with or selling to: Supply chain leaders (C-Level), Logistics operators, Operations, procurement, or fulfillment teams.
• Background in SaaS + services GTM motions.
• Experience supporting field sales teams with partner-led deal execution.

What Will Give You an Edge

• Experience working with or selling to: Supply chain leaders (C-Level), Logistics operators, Operations, procurement, or fulfillment teams.
• Background in SaaS + services GTM motions.
• Experience supporting field sales teams with partner-led deal execution.

What We Value in You

• You’re driven by purpose and want to contribute to something bigger than yourself.
• You treat everyone with respect.
• You communicate thoughtfully—both verbally and in writing—with clarity and confidence.
• You bring energy and urgency to your work, taking ownership of outcomes every day.
• You’re a natural leader who builds strong, collaborative teams.
• You’re goal-oriented and skilled at inspiring others to move forward together.

Benefits

• Generous Paid Time Off: Start with 3 weeks of PTO in your first year and enjoy 4 weeks in year two.
• Give Back: Up to 20 hours of Volunteer Time Off (VTO) annually to support causes you care about.
• Summer Fridays: Half-day Fridays during the summer (schedule permitting) for extra sunshine time.
• Flexible Work Options: Hybrid schedule for employees within 45 miles; remote for those beyond 45 miles.
• Comprehensive Health Coverage: Affordable medical, dental, and vision plans for you and your family.
• Roth 401(k) match after one year—fully vested from day one of eligibility.
• Office Perks: Stocked snacks, drinks, fancy coffee, and even a putting green to keep things fun.