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Partner Manager – Strategic Partners, Distributors & System Integrators
SmartSights. Own commercial relationships with a portfolio of strategic partners, including industrial automation System Integrators, Distributors, and other Partner Program participants .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in B2B partner sales and channel management, with a strong focus on partner recruitment, onboarding, and enablement. Proven ability to build joint business plans and drive measurable commercial results through strategic partnerships.
Highest-signal resume keywords
B2B Partner SalesPartner RecruitmentJoint Business PlanningCRM ManagementIndustrial Automation
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementPipeline DevelopmentNegotiation SkillsSales StrategyPerformance Management
Soft Skills
Relationship BuildingInfluencing Without AuthorityJudgment in Prioritization
Tools & Technologies
SalesforceLinkedIn Sales NavigatorZoomInfoGongDealHub
Industry Keywords
Industrial AutomationIIoTManufacturing TechnologySubscription Revenue ModelsCo-Sell Business Models
About the role
Key responsibilities & impact- Own commercial relationships with a portfolio of strategic partners, including industrial automation System Integrators, Distributors, and other Partner Program participants
- Grow existing strategic partner accounts and recruit and activate new partners
- Build relationships across partner leadership, sales, technical, marketing, and delivery teams
- Identify, qualify, and recruit organizations based on market reach, technical capability, customer access, sales capacity, and strategic fit
- Lead partner recruitment and onboarding
- Accelerate partner activation through training, account mapping, joint pipeline development, and early opportunity support
- Establish joint business plans with revenue targets, pipeline goals, enablement priorities, and marketing activities
- Drive partner-led and co-sell opportunities from identification and qualification through positioning and closing
- Coordinate deal strategy, pricing, and customer engagement with internal teams
- Identify customer, renewal, upsell, and cross-sell opportunities across the partner ecosystem
- Partner with Marketing on campaigns, events, webinars, and market development fund activities
- Maintain accurate CRM records, forecasts, deal registrations, and partner performance reporting
- Support Partner Program enablement, certification, incentives, and performance expectations
- Collaborate with Sales, Marketing, Product, Customer Success, Renewals, and Support
- Provide leadership with practical feedback, clear forecasts, and market insights
Requirements
What you’ll need- 5+ years of relevant experience in B2B partner sales, channel sales, alliances, business development, or account management
- Demonstrated success growing existing partner accounts while recruiting and activating new partners
- Track record of meeting or exceeding revenue, pipeline, or partner recruitment targets
- Experience executing a structured Partner Program, including recruitment, onboarding, enablement, co-selling, and performance management
- Strong understanding of partner-led, resale, referral, distribution, System Integrator, and co-sell business models
- Ability to build joint business plans that produce measurable commercial results
- Strong prospecting, discovery, qualification, negotiation, and closing skills
- Confidence building relationships across executive, commercial, and technical audiences and influencing without direct authority
- Sound judgment when prioritizing partners, resolving channel conflict, and navigating complex sales cycles
- Familiarity with subscription revenue models, including annual recurring revenue, renewals, expansion, upsell, and cross-sell
- Experience using CRM systems to manage opportunities, forecasts, and partner activity
- Bachelor’s degree in Business, Engineering, Technology, or a related field, or equivalent practical experience
- Relationships with industrial automation System Integrators, Distributors, or technology alliance partners
- Experience in industrial software, manufacturing technology, automation, IIoT, or OT
- Understanding of how industrial partners build business cases, influence purchasing decisions, and support technology adoption
- Experience with Salesforce and tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or DealHub
- Success executing joint marketing initiatives and measuring their contribution to pipeline and revenue
- Must reside and work in an approved location within the United States
Benefits
Comp & perks- Competitive base salary and commission structure
- Fully remote work from an approved U.S. location
- Medical, dental, and vision insurance
- Short-term and long-term disability coverage
- Basic and voluntary life insurance
- 401(k) plan with a company match
- Flexible PTO with no accruals
- Career development opportunities