Partner Manager – Strategic Partners, Distributors & System Integrators

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 12%

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SmartSights

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1993

☁️ SaaS

🏭 Manufacturing

🤝 B2B

SaaS • Manufacturing • B2B

SmartSights is a production-intelligence software company that helps industrial operations reduce downtime and make faster, data-driven decisions by connecting alarms, operational data, analytics, reporting, dashboards and issue management. Its product suite includes WIN-911 (real-time alarm notification and escalation), XLReporter (automated operations reporting & analytics), SmartSights Mobile (remote decision-making), ABLE (data-collection and operational-efficiency accelerator), PEER (issue ticketing and response management), and OneView (production dashboards). SmartSights targets industrial sectors such as water & wastewater, food & beverage, life sciences, manufacturing, oil & gas, infrastructure and CPG, and emphasizes compatibility with existing SCADA, historians, PLCs, MES and ERP systems. The company positions itself as a B2B SaaS/enterprise solution with 30,000+ installations across 100+ countries and decades of experience delivering alarm intelligence, reporting automation, and production visibility to reduce firefighting and improve operational efficiency.

📋 Description

• 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

• 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

• 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

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