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Partner Manager

D.C. / Maryland / Virginia
Management

We're hiring a self-motivated, results-oriented Partner Manager to join our fast-growing and high-performing Sales Team. You will be responsible for managing Reseller, Services/Implementation, and Referral Partners, as well as recruiting new partners to grow our partner ecosystem. You will be focused on SMB partners in the Government Contracting (GovCon) industry vertical. This is a quota-carrying, revenue-producing role that collaborates with the Unanet direct sales team and reports to our Director of Partnerships. 

Candidates should be based in the Virginia, Washington D.C. or Maryland (DMV) area. 

What You’ll Do

  • Manage the performance of named partner accounts, and develop strategies to improve their sales and new logo revenue 
  • Establish and maintain executive level relationships with key partners and develop annual go to market strategies 
  • Screen potential partners to join Unanet's partner program
  • Identify and recruit new partners to the program focusing on partners that will help us achieve corporate goals 
  • Sell the value of Why Partner with Unanet
  • Understand and articulate the breadth of Unanet's product portfolio resulting in the ability to coach reseller partners during the sales cycle 
  • Ensure services and reseller partners are equipped with the necessary product knowledge and sales tools for success 
  • Guide and coach newly signed services partners through our partner certification program
  • Capture accurate and complete information (e.g., contact data, log calls) in Unanet’s Customer Relationship Management (CRM) system for partnership prospecting and existing partner management 
  • Accurately forecast and maintain a healthy reseller sales pipeline
  • Engage with our Direct Sales and Customer Success teams, educating them on partner skillsets, partner capacity, and recommending partners for implementation
  • Work closely with the direct sales organization on named partner referral opportunities
  • Educate sales and CSM on named partner accounts and their skillsets/services 
  • Attend tradeshows and events to recruit new partners and build strategic relationships with current partners
  • Work in partnership with other internal teams including: Marketing, Business Operations, Direct Sales, Customer Success, Sales Engineering & Enablement, Finance and Services
  • Manage named partnership contracts and amend when necessary
  • Participate in sales program training sessions, meetings, skill-building and professional development courses
  • Engage with partners in the Unanet community, focusing on driving engagement and partner knowledge
  • Achieve and exceed annual quota

Your First 90 Days

 In your first 30 days, you will become familiar with our product, the industries we serve, and the Unanet Partner program. You will meet the various teams you’ll collaborate with across our organization and familiarize yourself with your named partners, shadowing on partner calls. You will have access to salesforce and learn how we manage our partner program processes and partner reseller pipeline.  

Within your First 60 Days, you will transition to take over management of your named partner accounts, partner pipeline, partner forecasting calls, and internal forecast management.  You’ll continue to learn our product positioning and how to support channel and direct sales efforts. 

Within your First 90 Days, you will focus on managing your existing partners, driving pipeline growth, and partner prospecting. You will be able to sell the value of Why Partner with Unanet and work to recruit new partners into the Unanet partner program. You will be capable of coaching your partners through the sales process.

Who You Are

  • 3+ years’ experience in channel or direct sales
  • Demonstrated track record of exceeding quota
  • Prior experience working with various partner types, including: VAR/Reseller, Services/Implementation and Referral Partners
  • Knowledge of working with partners from recruitment to enablement, business development to closure of deals
  • Excellent communication, presentation and relationship-building skills
  • Ability to work independently and self-start on projects
  • Bachelor's degree or equivalent work experience
  • Willingness to travel as needed 

Your Differentiators

  • Experience in the Government Contracting Industry 
  • Experience selling to project-based businesses
  • Knowledge of Salesforce.com (SFDC)

Our Values 

  • We are a Team. Employees, customers, and partners working together. 
  • We are Customer-Focused. Customers are the heart of everything we do. 
  • We are Driven. Seeking exceptional outcomes. 
  • We Own our Success. Every employee has a stake in our company. 
  • We do the right thing and have fun in the process. 

The base salary range for this opportunity is $65,000 - 80,000 per year. In addition, you will be eligible for employee equity as well as to earn commissions subject to commissions plans and policies that may be in effect from time to time. You will further be eligible to participate in Unanet's employee benefits plans and programs. For more details on Unanet's benefits offerings, please visit https://unanet.com/employee-benefits.

Unanet is proud to be an Equal Opportunity Employer. Applicants will be considered for positions without regard to race, religion, sex, national origin, age, disability, veteran status or any other consideration made unlawful by applicable federal, state or local laws.

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