Own a focused portfolio of boutique SI/VAR partners end to end.
Build and maintain executive and working-level relationships that translate into measurable opportunities.
Proactively identify, recruit, and sign net-new boutique partners.
Lead the full partner sourcing funnel—prospecting, outreach, qualification, business case, and onboarding.
Design and execute data-driven joint GTM and business plans.
Define and operationalize co-selling, co-marketing, and co-delivery motions.
Enable and coach partner sales, SE, and delivery teams.
Build repeatable plays for sourcing new opportunities and maintain visibility into partner pipeline.
Work cross-functionally with Sales, SE, Marketing, Operations, and Legal.
Embed with sales organization by aligning partners to territories and participating in key deal reviews.

Proven experience in channel, alliances, partner management, or business development roles in B2B SaaS.
Demonstrated success recruiting, activating, and growing boutique SI/VAR or similar partners.
Track record of building and executing joint GTM and business plans that result in partner-sourced or partner-influenced revenue.
Proactive partner recruiter and builder who actively sources, qualifies, and tells a compelling story.
Strategic operator who can design smart plans and execute them.
Strong collaborator with sales to align partners.
Excellent communicator and influencer, comfortable presenting to executives and coaching partner sellers.

Partner Manager, Boutique SI/VAR

Key skills