Description Position at VikingCloud
Partner Manager
Location: Remote, US
This Position
A Partner Manager is responsible for building, managing, and optimizing strategic relationships with external partners to drive business growth, revenue, and collaborative success. They play a pivotal role in driving business growth through strategic partnerships, combining relationship management, strategic planning, operational execution, and performance monitoring to ensure partnerships deliver measurable value and align with organizational objectives
Responsibilities
Relationship Management:
- Partner Managers cultivate and maintain strong relationships with external partners, including agencies, affiliates, technology providers, and strategic collaborators, ensuring alignment with organizational goals and mutual benefits.
- Act as the primary point of contact for partners, facilitating communication, resolving issues, and identifying opportunities for collaboration and expansion.
- Manage and develop B2B partnerships across the technology, cybersecurity, SaaS, and managed services industries, building strong relationships with MSPs, MSSPs, technology vendors, resellers, hardware suppliers, and other strategic partners.
Partnership Strategy and Development:
- Identify potential partners, assess commercial fit, and develop strategies to expand the partner ecosystem. This includes negotiating agreements, defining partnership terms, and establishing KPIs to measure success.
- Coordinate partner onboarding, training, and enablement activities to ensure partners have the knowledge, tools, and resources needed to effectively promote and support VikingCloud's solutions.
Operational Coordination:
- Collaborate with Sales and Marketing teams to support partner-sourced pipeline, lead generation, co-selling, and customer acquisition.
- Work closely with Product and Solutions Engineering teams to support partner onboarding and integration with the Asgard Platform.
Performance Monitoring and Reporting:
- Establish and monitor partner KPIs, including revenue contribution, pipeline generation, active producing partners, partner engagement, and business plan execution.
- Track partner performance against agreed targets, prepare regular partner performance reports and recommend strategies to optimize results and provide regular insights to internal stakeholders.
External Representation:
- Acting as the organization's liaison, Partner Managers represent the company in meetings with senior stakeholders, resolve issues, and identify opportunities for collaboration and expansion.
Qualifications
Relevant Experience:
- Experience in Partner Management, Strategic Alliances, Channel Management, Business Development, or a related commercial role.
- Experience managing and developing B2B partnerships within the technology, cybersecurity, SaaS, or managed services industry.
- Experience working with MSPs, MSSPs, technology vendors, resellers, hardware suppliers, or other strategic partners is preferred.
- Bachelor's degree in a relevant field is preferred.
Strong Relationship-Building Skills:
- Strong relationship-building and stakeholder management skills, with the ability to establish trust and maintain long-term partnerships.
- Ability to work collaboratively across Sales, Marketing, Product, Solutions Engineering, and Operations teams.
Negotiation and Communication skills:
- Expertise in securing agreements and managing contracts to achieve mutually beneficial outcomes
- Clear and effective communication with partners and internal teams to align objectives and expectations.
- Strong negotiation and commercial acumen, with the ability to achieve mutually beneficial partnership outcomes.
Strategic Thinking and Analytical Skills:
- Ability to evaluate potential partnerships, assess market trends, and develop actionable strategies
- Coordinating cross-functional initiatives, onboarding, and execution of partnership programs
