Partner Account Manager – SaaS Reseller Partnerships

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🕒 July 1

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Varnish Software

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Varnish Software is a company that specializes in developing advanced caching technology designed to enhance web and streaming performance. Their solutions enable large content providers to deliver fast web experiences and media streaming to vast audiences without any downtime. Combining open-source capabilities with robust enterprise features, Varnish Software focuses on helping global businesses accelerate websites, APIs, and build custom Content Delivery Networks (CDNs), ensuring optimal content delivery performance and resilience.

📋 Description

• Identify, recruit, and negotiate agreements with strategic reseller partners across North America. • Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools. • Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions. • Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets. • Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship. • Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success. • Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.

🎯 Requirements

• 5+ years of experience in SaaS partner management, channel sales, or business development • Proven experience working with Value-Added Resellers (VARs), Managed Service Providers (MSPs), Professional Services organizations, hyperscaler marketplaces, or similar partner ecosystems • An established network of potential partners within the U.S. • Strong relationship management skills with the ability to engage and influence stakeholders at executive level • A commercial, data-driven mindset with experience managing forecasts, sales pipelines, and business performance • Strong business acumen combined with the ability to understand technical concepts and communicate the value of SaaS solutions effectively • Excellent communication skills in English, both written and spoken.

🏖️ Benefits

• Flexible working arrangements • Generous parental pay • Employee wellness programs • Extra vacation days