Solution Partner Manager, Reseller

In partnership with Sales, source, evaluate, and sign new reseller Solution Partners.

Own legal agreements and onboarding initiation for new reseller partners.

Ensure partner commitments, pricing structures, and tiers are accurately reflected in contracts and systems.

Build and execute joint GTM plans for reseller partners aligned to channel revenue and pipeline goals.

Collaborate with Marketing and Sales Enablement to develop campaigns, enablement, and sales plays for reseller motions.

Align with AEs and PSMs to ensure GTM plans are understood, activated, and measured.

Own partner sourced and partner influenced pipeline and bookings and track performance against quota and channel targets.

Partner with AEs who own quotes, pricing, opportunity management, and deal closure.

Monitor deal velocity and partner pipeline health and identify risks and opportunities for growth.

Monitor partner performance against program thresholds that unlock benefits such as PSM and Marketing support.

Track growth of the existing partner book and net new partner revenue.

Govern partner tier assignments and eligibility based on defined program criteria.

Lead QBRs and business reviews with active and high tier reseller partners.

Collaborate with PSMs where applicable and tier appropriate to inform success planning and partner enablement.

Present and review partner revenue performance, pipeline health, contribution to channel goals, and tier status.

Act as the executive escalation point for sales and contractual issues related to reseller partners.

Coordinate with PSMs and Billing for other escalations ensuring timely alignment and resolution.

Manage contract related billing discrepancies tied to contract structure such as incorrect SKUs, tier assignments, or fee misalignment in partnership with PSM, Deal Desk, Billing, and Finance.

Stay informed on billing escalations led by the Billing Team and PSMs and engage when issues tie back to contractual terms.

Own communication and remediation plans when contract structure, pricing, or tier alignment drive billing discrepancies.

Partner with PSMs who own the debook process when partners request to debook deals.

Align with PSMs on prevention and remediation plays for credit, churn, or debook scenarios.

Support resolution planning and root cause analysis for any debooked partner deals in collaboration with PSMs and Growth AEs.

Initiate and oversee transfers of accounts between partners and R365 including transitions of indirect customer accounts.

Collaborate with Sales, RevOps, and CS to ensure alignment, documentation, and adherence to program rules.

Coordinate with PSMs to execute account transfer processes once requests are made.

Does not lead or own sales calls and instead participates to introduce and support while AEs run the sales motion including discovery, demos, negotiations, and close.

Does not negotiate customer pricing outside the Solution Partner Agreement and one off approvals route through direct Sales and the Director, Solutions Partnerships.

Does not create quotes or own opportunity record keeping and AEs handle account, opportunity, and quote creation with this role focused on governance and accuracy of CPQ approvals.

Supports but does not solely own deal closure and the primary responsibility is to enable and support AEs and partners in closing business.

Partner Sourced Pipeline Total ARR value of pipeline sourced directly by partners.

Partner Influenced Pipeline Pipeline where a partner materially influenced the deal such as introduction, expanded scope, or services dependency.

Partner Sourced ARR Total ARR Closed Won sourced by partners.

Partner Influenced ARR Total ARR Closed Won where partners had material influence.

Partner Tier Advancement Number or percentage of partners moving up at least one tier annually.

Growth of Existing Partner Book Year over year ARR growth from existing partners.