National Partner Manager

Role Overview

• Own national TSD revenue: Lead revenue generation efforts across top-tier TSD partnerships, representing the largest and most strategic contributor to partner-driven sales.
• Define and execute a national channel growth strategy, in alignment with company-wide goals and evolving market dynamics.
• Build and maintain high-impact relationships with TSD executives, including C-level leaders, to expand influence and accelerate business outcomes.
• Lead joint business planning with TSDs, setting annual targets, growth objectives, and investment strategies.
• Guide opportunity development, partner forecasting, and revenue attainment through data-driven strategies and proactive engagement.
• Define and manage KPIs, performance dashboards, and accountability frameworks to ensure consistent delivery of revenue goals.
• Architect and manage sales incentive structures (e.g., compensation, rebates) that directly impact partner motivation and ROI.
• Serve as a senior liaison across sales, marketing, product, and operations to ensure optimal support for partner success.
• Champion the evolution of TSD partner enablement, including tailored playbooks, executive briefings, and training frameworks.
• Provide strategic insights to product and GTM teams based on partner input, competitive dynamics, and market shifts.
• Identify high-value TSDs: Target national partners that expand market reach and vertical penetration.
• Continuously assess partnership ROI, partner capabilities, and strategic fit to optimize the channel portfolio.
• Perform competitive analysis and collect market insights based on partner and customer feedback.
• Work cross-functionally with sales, marketing, operations, and product teams to optimize channel effectiveness and inform product roadmaps.
• Manage potential channel conflict by fostering excellent communication and adhering to rules of engagement.

Requirements

• 5+ years in channel sales, partner management, or strategic alliances within the telecom, SaaS, or technology services industries.
• Proven leadership managing $14M+ in annual partner-sourced revenue with a national or global scope.
• Deep understanding of the Technology Services Distributor ecosystem, including recurring revenue models such as UCaaS, VoIP, CCaaS, and connectivity solutions.
• Strong executive presence and interpersonal skills to influence at the C-suite level, both internally and externally.
• Strategic acumen with a track record of defining and executing go-to-market strategies in complex, matrixed environments.
• Analytical mindset, with fluency in CRM (e.g., Salesforce), reporting tools, and sales forecasting.
• Exceptional communication, negotiation, and conflict resolution skills.
• Bachelor’s degree required; MBA or similar advanced degree preferred.
• Travel requirement: Up to 30%, as needed for high-level partner meetings and industry events.

Tech Stack

• VoIP

Benefits

• Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs
• Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days
• Tuition and reading reimbursement programs to support your continuous learning and professional growth
• Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching
• Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.
• Gym reimbursement programs to encourage your physical well-being
• Access to telemedicine services for convenient healthcare support
• Monthly remote work stipend to support your home office expenses