National Partner Manager

📋 Description

• • As a National Partner Manager at GoTo, you will be at the forefront of driving strategic growth within our Technology Services Distributor (TSD) channel, a critical component of our partner-driven sales ecosystem. This role is pivotal in owning and expanding revenue generation from our top-tier TSD partnerships, which represent the most significant contributor to partner-sourced sales. You will be instrumental in shaping and executing a national channel growth strategy, ensuring it aligns seamlessly with GoTo's overarching company objectives and adapts to the ever-evolving market landscape.
• • A core responsibility involves cultivating and nurturing executive-level relationships with TSD partners. This includes engaging directly with C-suite leaders and other key decision-makers to foster deeper collaboration, expand GoTo's influence within these organizations, and ultimately accelerate mutual business outcomes. You will lead the charge in developing comprehensive joint business plans with these strategic partners, meticulously setting annual targets, defining ambitious growth objectives, and outlining investment strategies that drive mutual success.
• • Your day-to-day will be heavily focused on accelerating pipeline and bookings through proactive engagement and data-driven strategies. You will guide opportunity development, refine partner forecasting accuracy, and ensure consistent revenue attainment. This involves closely overseeing partner performance by defining key performance indicators (KPIs), establishing robust performance dashboards, and implementing accountability frameworks to guarantee the consistent achievement of revenue goals. Furthermore, you will architect and manage sophisticated sales incentive structures, including compensation plans and rebate programs, designed to directly motivate partner sales teams and maximize their return on investment.
• • Beyond direct sales activities, you will act as a senior liaison, orchestrating crucial internal alignment across sales, marketing, product, and operations teams. Your role is to ensure that these departments provide optimal support for partner success, creating a cohesive and effective ecosystem. You will champion the evolution of TSD partner enablement, taking executive sponsorship of programs that include developing tailored playbooks, facilitating executive briefings, and designing effective training frameworks. A vital aspect of this role is serving as a market feedback loop, providing strategic insights to product and go-to-market teams based on valuable partner input, competitive intelligence, and emerging market shifts.
• • You will proactively identify high-value TSDs that can significantly expand GoTo's market reach and deepen our penetration into specific verticals. This involves continuously evaluating the return on investment (ROI) of existing partnerships, assessing partner capabilities, and ensuring strategic alignment to optimize our overall channel portfolio. Conducting thorough market analysis, including competitive assessments and gathering market insights from partner and customer feedback, will be essential for informing strategic decisions.
• • Collaboration is key, and you will work closely with sales, marketing, operations, and product teams to enhance channel effectiveness and provide critical input for product roadmaps. A significant part of managing a healthy channel involves proactively resolving potential channel conflicts by fostering excellent communication and strictly adhering to established rules of engagement, ensuring a fair and productive environment for all partners.
• • This role demands a strategic thinker with a proven ability to navigate complex, matrixed environments and execute go-to-market strategies that deliver tangible results. You will leverage your analytical mindset and fluency in CRM systems like Salesforce, along with reporting and sales forecasting tools, to drive performance and inform decision-making. Exceptional communication, negotiation, and conflict resolution skills are paramount for success in building and maintaining strong, productive relationships with national partners.