About the Opportunity

Salsify's value compounds when we sit naturally inside the tools and platforms our customers and prospects already use and trust. This role's job is to make that true, to make Salsify the natural center of the B2B Manufacturing and Distribution ecosystem rather than a standalone decision buyers have to be sold on separately.
Concretely, this role builds, manages, and nurtures the relationships and market presence that turn ecosystem reach into sourced and co-sell ARR. They won't answer every open question alone, they'll own pieces of it and work with the wider go-to-market team to drive the rest toward resolution, including: which SIs we need relationships with to support aggressive growth, how we build awareness with new ones, which ISVs are worth investing in and how we classify the depth of those relationships, and how we get full value out of partners who aren't already our most active ones.

What Success Looks Like
This is a senior level role, based in the United States, with regular travel to partner offices and industry events. Works in close partnership with Sales, Marketing, Product, Customer Success, and Industry Strategy. The person in this seat is judged on:

• The strength and reach of the relationships they hold - with SI and ISV leaders, with industry associations and buying groups, with analysts, and with partner-side sellers who choose to bring Salsify into their deals because they trust this person specifically.
• Partner-sourced and partner-influenced pipeline that those relationships convert into.
• How fast partner deals move relative to non-partner deals, because that speed is the proof the trust is real.
• Whether partners come back - repeat co-sell motions, not one-off wins.
• Market and category credibility - whether conversations with this person leave partners, prospects, and analysts understanding the Industrials PXM category better and understanding why Salsify sits at its center.

What You'll Own
Relationships and ecosystem development

• Build and personally hold senior relationships with strategic SI, ISV, and technology partners across the sector.
• Identify and recruit the partners we don't have yet, and make the case for why partnering with Salsify is worth their time. This takes real sales instinct, since you're selling the partnership itself before there's any pipeline to point to.
• Own the partner's experience of Salsify end to end: recruitment, onboarding, enablement, and the ongoing care that keeps a relationship warm between deals.
• Represent Salsify in the rooms that matter - on stage, on webinars, at partner HQs, at industry events, and social side of those events (the dinner, the hallway conversation).

Strategic ownership of the partner ecosystem for B2B Manufacturing and Distribution

• Help set the point of view on who we go after and why. The ICP and channel motion for this sector are still being proven out, so this isn't a role that executes someone else's fully-formed strategy, it's a role that helps write it, backed by evidence from the field.
• Build the partner classification framework (onboarding stage, integration depth, commercial terms) that lets us tell a strong partner from a merely-signed one.
• Pull in the right people to round out a partnership - Product or Services for integration depth, Partner Marketing for co-sponsorship, Sales for the account-level connections, Enablement to get the commercial team fluent in the partnership's value.

What You Bring

• A network you're bringing with you, not building from scratch. You should already be known - at least to some degree - among partners, prospects, analysts, and the industry associations or buying groups in this space. That's the single hardest thing to hire for and the thing this role most needs on day one.
• 5+ years in partner programs, alliance management, channel, or business development, ideally in SaaS, enterprise software, industry roles, or another technology ecosystem.
• Genuine comfort in front of a room - stage, webinar, or a partner's own office - and a willingness to travel for it.
• Some sales background, or sales instinct, since part of the job is selling partners on partnering with us.
• A track record of setting or shaping go-to-market strategy, not just executing a playbook someone else wrote.
• Strong program and stakeholder management across regions and functions.
• Comfort with ambiguity and test-and-learn.
• Working fluency with Salesforce, marketing automation, and reporting tools.

#LI-IA1 #LI-Remote

At Salsify, we maintain 3 core principles as part of our Compensation Philosophy:

• We pay market rates, which are competitive and equitable
• We pay based on performance and proficiency, not tenure
• We adjust proactively; when the market moves, we do too

The posted compensation range reflects the base salary for this position. In addition to base salary, some eligible roles may also have a commission plan or a bonus incentive. All Salsify employees receive equity in the form of stock options. All full-time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more. Offers to join Salsify are based on a few criteria, including the scope of the role, the candidate's work experience, targeted skills, internal equity of the team, and external market data.

US National Pay Range

$104,550-$123,000 USD

Salsify loves a good success story and it would be our privilege to help write yours! We recognize that talent and potential come in all forms and that years of experience does not guarantee on-the-job effectiveness or leadership potential. Our hiring process involves recognizing a person's achievements, subject matter expertise, and passion, not just check marks next to a job description. If you have an interest in our roles please do not hesitate to apply - we would be happy to speak with you!

A member of Talent '[redacted]' will be reaching out about next steps if we would like to move forward.