The Role
Helpside is seeking a dynamic and experienced Senior Channel Partner Manager to build, develop, and scale strategic referral and channel partnerships that drive customer acquisition and revenue growth. This role will be responsible for developing a high performing partner ecosystem focused on organizations and professionals that serve small and midsize businesses, with a particular emphasis on law firms, dental groups, accounting firms, and other strategic professional service channels.
The ideal candidate is a relationship driven sales professional with a proven track record of building partner ecosystems, creating referral driven revenue, and turning strategic relationships into consistent sources of qualified pipeline. This individual understands how trusted advisors influence business decisions and can develop compelling partnership models that create value for both the partner and their clients.
Responsibilities
- Strategic Channel Development: Identify, target, recruit, and onboard potential strategic referral partners. Develop a broader channel strategy across law firms, dental and healthcare groups, accounting firms, and other organizations with strong relationships with SMB decision makers including endorsed vendor agreements, member benefit programs & association partnerships.
- Partner Relationship Management: Build trusted, long-term relationships with partner owners, executives, and business development leaders. Become a strategic resource to partners and understand their business models, client bases, and growth objectives.
- Partner Recruitment & Activation: Develop compelling value propositions and partnership programs that motivate partners to introduce and recommend our solutions to their clients. Drive partners from initial recruitment through onboarding, activation, and sustained revenue production.
- Pipeline & Revenue Ownership: Build & manage a healthy partner-sourced pipeline. Establish clear revenue goals by partner, track performance, and consistently deliver against quarterly and annual objectives. Work with Sales leadership to close deals.
- Joint Business Planning: Work with partners to create actionable business plans that define target markets, ideal customer profiles, referral strategies, activity goals, revenue targets, and mutual success metrics.
- Vertical-Specific Channel Strategy: Develop tailored approaches for key channels. For example, work with law firms to reach clients facing employment, compliance, or business-growth challenges; with dental and healthcare groups to reach practice owners.
- Partner Enablement: Equip partners with the knowledge, messaging, tools, and resources they need to confidently refer our solutions. Conduct partner training, develop sales plays, and provide ongoing support to increase partner productivity.
- Solution & Value Selling: Develop a deep understanding of each partner's business and customer base in order to clearly articulate how our solutions create value for both the partner and their clients. Tailor the value proposition to each channel and customer segment.
- Forecasting & Performance Management: Maintain accurate partner forecasts and reporting. Track partner activity, referrals, pipeline, conversion, revenue, and overall productivity while providing leadership with actionable insights and recommendations.
Qualifications
- 5-8+ years of channel sales, partner development, or business development, preferably professional services, SaaS, fintech, or related environment.
- Proven ability to build referral and strategic partnership channels from the ground up and turn relationships into measurable revenue.
- Demonstrated track record of achieving or exceeding revenue targets through partner sourced or relationship driven sales.
- Strong understanding of the SMB ecosystem and the role that trusted advisors play in influencing purchasing decisions.
- Experience developing partner programs, referral models, co-selling motions, or other indirect revenue strategies.
- Strong consultative selling and business development skills, with the ability to identify mutually beneficial opportunities.
- Strong organizational and pipeline management skills, with a disciplined approach to forecasting and follow through.
- Ability to develop creative go-to-market strategies and translate them into measurable partner activity and revenue.
