Solution Partner Manager, Reseller

4 months, 4 weeks ago
Full-time
Senior
Sales and Business Development
Restaurant365

Restaurant365

Restaurant365 provides a comprehensive cloud-based restaurant management software that integrates accounting, inventory, recipe costing, and POS systems to help restaurant leaders optimize operations and enhance profitability.

Diversified Financial Services
251-1K
$262M raised

Description

  • Recruit, evaluate, and onboard new reseller Solution Partners in collaboration with Sales.
  • Own reseller partner legal agreements, onboarding initiation, and contract/system accuracy.
  • Build and execute joint go-to-market plans aligned to channel pipeline and revenue goals.
  • Partner with Marketing, Sales Enablement, AEs, and PSMs to launch campaigns, sales plays, and enablement for reseller motions.
  • Own partner-sourced and partner-influenced pipeline, bookings, and quota performance tracking.
  • Monitor deal velocity, pipeline health, and growth opportunities across the partner portfolio.
  • Govern partner tier assignments, eligibility, and advancement based on program criteria and performance thresholds.
  • Lead quarterly business reviews and performance discussions with active and high-tier reseller partners.
  • Serve as the executive escalation point for partner sales, contractual, and billing issues.
  • Oversee account and ownership transfers between partners and Restaurant365, ensuring documentation and program compliance.

Requirements

  • Proven experience in partner management, channel sales, or reseller program management within B2B SaaS or a related technology environment.
  • Demonstrated success in pipeline generation and revenue accountability, ideally in quota-bearing roles with sourced and influenced metrics.
  • Experience building joint go-to-market plans with partners and coordinating across Sales, Marketing, and Enablement.
  • Strong commercial acumen with the ability to interpret contracts, pricing structures, and tiered partner benefits.
  • Experience managing escalations across Billing, Finance, Sales, and Customer Success with structured problem-solving.
  • Proficiency with CRM/CPQ systems such as Salesforce to review opportunities, validate pricing and SKUs, and track partner performance.
  • Excellent relationship management, communication, and negotiation skills with executive-level partner stakeholders.
  • AI fluency, including safe use of approved AI tools and review of AI output for pipeline management, forecasting, and partner communications.
  • Preferred experience managing or scaling a reseller or channel program in a high-growth SaaS company.
  • Preferred background in restaurant, hospitality, or retail industries, or familiarity with restaurant back-office platforms such as accounting, POS, or inventory systems.
  • Preferred experience working with Billing, Deal Desk, and Finance on contract structures, discounting, and margin analysis.
  • Preferred ownership of tiered partner programs, including governance, benefits design, and performance thresholds.
  • Preferred comfort using AI and analytics tools to analyze partner performance and forecast pipeline beyond standard CRM reporting.

Benefits

  • Salary of $80,000 - $120,000 per year plus commission.
  • Comprehensive medical benefits.
  • 100% company-paid employee 401(k) with matching.
  • Equity option grant.
  • Unlimited PTO plus company holidays.
  • Wellness initiatives.

Interested in this position?

Apply directly on the company website

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