Partner Account Manager – SaaS Reseller Partnerships

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Varnish Software

WebsiteLinkedInAll Job Openings

51 - 200 employees

Varnish Software’s powerful caching technology helps the world’s biggest content providers deliver lightning-fast web and streaming experiences for huge audiences, without downtime or loss of performance.

📋 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