Partner Success & Growth Manager

Job Purpose

The Partner Success & Growth Manager is responsible for driving partner satisfaction, enablement, and joint business growth across the APAC region by serving as the primary interface between the company and its ecosystem of partners.

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Key Responsibilities

Business and Growth Planning & Quarterly Business Reviews (QBRs):

• Co-create annual business plans with partners, setting clear targets for revenue, market coverage, and solution focus areas.
• Lead and facilitate Quarterly Business Reviews (QBRs) with critical partners to measure progress against targets, identify gaps, and develop action plans for continuous improvement.
• Analyze market trends and partner performance data to inform strategic decisions and business planning.

Partner Relationship Management:

• Build and nurture strong, trust-based relationships with key partners (e.g., Fujifilm Business Innovation, Canon, Ricoh, Konica Minolta, HP, Ingram Micro, Tech Data, SoftwareOne) to ensure alignment on business objectives and drive mutual success.
• Serve as the primary point of contact for partner escalations, conflict resolution, and strategic discussions.

Onboarding & Enablement:

• Develop and execute structured onboarding plans for new partners, ensuring a seamless integration into our ecosystem.
• Lead regular training, certification, and enablement initiatives to ensure partners are equipped with the knowledge and tools needed for success.
• Maintain up-to-date enablement materials and resources tailored to partner needs.

Performance Monitoring & Reporting:

• Track and analyze partner KPIs, including pipeline development, revenue attainment, certifications, and joint wins.
• Provide regular performance reviews and actionable feedback to partners on a quarterly basis.
• Prepare and present detailed reports to internal stakeholders on partner performance, risks, and opportunities.

Partner Advocacy:

• Serve as the voice of the partner within the organization, escalating needs and advocating for resources to support partner growth.
• Ensure a smooth and positive partner experience by proactively addressing challenges and removing barriers to success.

Cross-functional Collaboration:

• Work closely with Sales, Marketing, Product Development, Sales Engineering, Professional Services, Support, and other internal teams to coordinate joint go-to-market campaigns and resolve issues impacting partner performance.
• Participate in cross-functional projects and initiatives to enhance the overall partner program.

Partner Health Scoring & Risk Management:

• Implement and maintain a partner health scoring model bi-annually to proactively identify at-risk partners and uncover growth opportunities.
• Develop and execute remediation plans for underperforming partners and recognize high-performing partners through incentive programs.

Program Development & Continuous Improvement:

• Contribute to the ongoing development and refinement of partner programs, processes, and best practices.
• Gather partner feedback and market intelligence to inform program enhancements and innovation.

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

Qualifications

• Bachelor's degree in Business, International Relations, or related field
• 8+ years experience in Channel, Alliance or Partner role
• Strong background in strategy and business development
• Experience managing complex stakeholder relationships
• Proven track record in program development and execution
• Strategic thinking and planning
• Executive relationship management
• Complex problem solving
• Organizational leadership
• Change management
• Stakeholder alignment
• Program development
• Cross-cultural communication

Tungsten Automation Inc. is an Equal Opportunity Employer M/F/Disability/Vets