About this role
We are looking for a Senior Manager to scale channel partnerships within the Partnership & Strategy team at Novisto. You’ll own Novisto's commercial and consultant partner programmes end-to-end, including the revenue it generates, from growing existing partners to signing new ones, and you’ll design how partners and Novisto’s various functions collaborate. You will report to the VP Partnerships & Strategy, who leads the overall partnerships strategy, product partnerships, and corporate development.
Your Responsibilities Will Include:
- Own partner-sourced and partner-influenced pipeline and revenue targets for your portfolio, and forecast them.
- Grow revenue from existing partners through joint account plans, regular pipeline reviews and expansion into new regions and service lines.
- Identify, qualify and sign new commercial and consultant partners, including referral partners and resellers, advisory and consulting firms, as well as systems integrators, in our priority markets.
- Shape the right partnership model for each partner, from referral to co-selling and joint delivery.
- Act as the main point of contact for your partner portfolio and build trusted relationships at every level.
- Define and enforce rules of engagement between partners and our GTM teams, including deal registration, lead routing and channel conflict.
- Collaborate with our customer teams so that projects delivered with partners succeed.
- Onboard new partners and equip them, and our internal teams, with the training and materials they need to position, sell and deliver Novisto.
- Share partner and market feedback with our product and go-to-market teams.
- Design the partnership programme, including tiers and incentives, and keep partner agreements and commercial terms up to date.
- Collaborate with RevOps to design processes and standards so that partner operations, data and reporting run reliably, without partnerships becoming the bottleneck.
- Work with marketing on partner events, joint content and co-marketing.
What we are looking for:
- 5+ years of experience in partnerships, alliances, or channel development at a B2B SaaS company, including partner-sourced pipeline and revenue you personally owned.
- A track record of building and managing relationships with consulting firms, systems integrators or resellers.
- Commercial intuition and comfort negotiating partnership terms.
- Strong operational habits: You are comfortable designing processes and standards that others follow.
- Hands-on use of AI tools and automation in your own work, and the curiosity to improve how they are leveraged across a function.
- Clear, confident communication with senior stakeholders, internally and externally.
- Knowledge and experience in the sustainability domain is an asset.
- Experience running partner onboarding or enablement programmes is an asset.
- Experience working with partners across several regions is an asset.
What we offer:
- Join an early-stage, well-financed company
- Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software
- Contribute your knowledge and insights to increase awareness and knowledge of sustainability
- Flexible schedules
- Stock option plan