Reports to: Sales VP  

Travel Expectations: up to 25-35% 

This is a remote position.  
 

Key Responsibilities 

• Own the Partnership relationship with accountability for retention, pipeline creation, and revenue contribution. 
• Develop joint business plans. Create, manage, and execute partner-specific account plans that include revenue targets, enablement programs, co-selling motions, and co-marketing opportunities. 
• Drive partner enablement. Equip partners with the knowledge, collateral, and tools they need to identify and pursue Greenshades opportunities. 
• Lead partner QBRs. Conduct regular check-ins and business reviews with partner executives and stakeholders to track progress, share pipeline updates, and refine go-to-market execution. 
• Collaborate cross-functionally. Work closely with Sales, Marketing, Product, and Support teams to ensure partner needs are addressed and partnership opportunities are fully leveraged. 
• Expand relationships. Identify additional contacts and executive sponsors within partner organizations to deepen engagement and build alignment across departments and initiatives. 
• Track and report on performance. Maintain clear visibility into partner KPIs, sourced and influenced pipeline, and revenue outcomes. Provide internal updates on progress and next steps. 

Core Competencies 

• Partner-centric mindset: Strong relationship management skills with the ability to influence both internal stakeholders and external partners. 
• Strategic planning: Skilled in creating and executing account-based strategies that align with broader business goals. 
• Execution-focused: Ability to manage multiple initiatives and drive measurable outcomes in a dynamic, growth-stage environment. 
• Cross-functional leadership: Experience navigating internal teams (Sales, Product, Marketing, Support) to deliver on partner expectations. 
• Analytical acumen: Proficiency in analyzing partner performance, pipeline impact, and ROI. 
• Ability to negotiate contracts, sell under a quota-based environment and perform against goals.  

Qualifications 

• 7+ years of experience managing Partners and/or strategic accounts in a quota bearing role 
• Demonstrated success in growing and managing revenue-generating partnerships 
• Excellent verbal and written communication skills, including experience presenting to stakeholders and executives 
• Strong organizational and project management skills 
• Experience with CRM and partner management tools (Salesforce, HubSpot, or equivalent) 
• Familiarity with HCM, HR, ERP, or compliance software ecosystems is preferred 
• Prior experience in enterprise account management and relationship development preferred 
• Familiarity or experience with current SaaS sales methodologies (MEDDPICC, Challenger, Winning by Design) – Winning by Design training a plus 
• Bachelor's degree or equivalent experience