The Partner Development Manager is accountable for building and scaling a high-performing partner ecosystem that drives new customer growth. This role executes Phocas' partner GTM strategy through referral, reseller, and services partners aligned to our ICP - recruiting the right partners, enabling them to generate pipeline, and managing them toward continued contribution to bookings.
This is an ideal opportunity for a commercially driven channel marketer who knows how to identify the right partners, make a compelling case for Phocas, negotiate terms that work for both sides, and build the enablement structures that turn a signed agreement into a live, contributing relationship.
Phocas' partner channel is a key lever for new logo growth, particularly in markets and verticals where trusted third-party relationships accelerate access and credibility. Referral is our primary partner motion - quality and selectivity matter more than volume - but we also support reseller and services partners who can extend Phocas' reach and delivery capacity.
This role sits at the intersection of Sales, Marketing, and Enablement - working cross-functionally to recruit the right partners, equip them to succeed, and develop the joint value propositions that make Phocas compelling to a partner's own customer base.
Why This Role Matters
• Partner-Generated ARR: Primary owner of partner-sourced new logo ARR - recruiting and activating partners who contribute directly to bookings pipeline.
• Ecosystem Recruitment: Builds a selective, high-quality partner pipeline - identifying the best-fit referral, reseller, and services partners and converting them into active program participants.
• Partner Enablement: Trains and equips partners to generate pipeline independently - delivering sales enablement, joint value proposition development, and co-marketing programs that drive partner confidence and activity.
• Commercial Structuring: Negotiates partner program terms, margins, and commercial arrangements - including price lists, OEM structures, and business plans - that create genuine win-win outcomes.
• Ecosystem Health: Manages a portfolio of onboarded partners toward continued growth - measuring engagement, migrating legacy arrangements, and keeping partner contacts active and connected to Phocas.
This role works cross-functionally across Marketing, Sales, Enablement, Pre-Sales, Finance, and Operations to execute the partner GTM strategy and ensure partners are fully supported at every stage of the relationship.
What You Will Be Responsible For
• Know all target partners, develop a recruitment pipeline, and sign the best-fit partners into the Phocas ecosystem - with referral as the primary motion and selectivity applied to reseller relationships.
• Deliver a compelling pitch to recruit new partners into the program, negotiating terms and margins that establish a strong commercial foundation for the relationship.
• Train partners on how to generate pipeline and how to engage Phocas in a sales process - co-delivering sales enablement through webinars, lunch and learns, and other formats.
• Enable partners to deliver high-quality services alongside Phocas products, and successfully onboard partners such that they are contributing to bookings pipeline.
• Develop partner-sourced deals in close collaboration with Sales and Marketing, and manage onboarded, fully-ramped partnerships - including VARs and Publishers - toward continued growth.
• Establish business plans and mutually agreeable goals with partners, activated through co-marketing, sales enablement, and joint engagement activities.
• Develop high-value commercial arrangements - price lists, OEM structures, or equivalent - that create genuine win-win scenarios for Phocas and its partners.
• Map and influence all client-facing contacts at partner organizations, measuring engagement levels and maintaining strong relationships across each partner's team.
• Migrate legacy partnerships to updated commercial terms and maintain the Phocas + Partner joint value proposition as a co-developer alongside each partner.
• Attend industry events and trade shows, stay current on the Phocas product and value proposition, and represent the partner program externally with credibility.
Who We Are Looking For
• Demonstrated experience in B2B SaaS channel or partner development, with a track record of recruiting, onboarding, and growing technology partners.
• Strong commercial acumen - able to negotiate partner program terms, structure win-win commercial arrangements, and manage partners to defined targets.
• Compelling communicator and relationship builder - able to pitch Phocas effectively to prospective partners and maintain high-value relationships over time.
• Experienced in delivering partner sales enablement - comfortable running webinars, workshops, and training sessions that build partner capability and confidence.
• Understands the mechanics of referral, reseller, and services partner models - knows when to use each and how to structure agreements accordingly.
• Highly organized with the ability to manage a portfolio of partnerships at different stages - recruitment, onboarding, ramp, and maturity - simultaneously.
• Collaborative and cross-functional - able to work effectively with Marketing, Sales, Enablement, Finance, and Operations to deliver a seamless partner experience.
Benefits
• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Wellness Resources
