Channel Partnerships Manager

About RemotePass

RemotePass is a pioneering platform designed to level the playing field by providing businesses across 150+ countries with the infrastructure to hire talent globally. Trusted by over 1000 companies including Spotify, Logitech, and Deloitte, it integrates Employer of Record, contractor management, direct employment, and corporate spend cards into one streamlined solution. Supported by prominent investors like Oraseya Capital and Endeavor Catalyst, RemotePass is committed to offering financial empowerment and global access to workers in emerging markets.

About the Role

As Channel Partnerships Manager, you will play a critical role in expanding RemotePass's partnership channel, which is anticipated to become a significant growth driver in the next three years. This hands-on position requires independently building target partner lists, executing outreach, conducting meetings, and negotiating contracts. Collaboration with sales leadership, account executives, and go-to-market engineers is essential, along with direct engagement with senior leadership including the CEO.

Key Responsibilities

• Identify, recruit, and onboard new channel partners within prioritized segments.
• Assess existing partner relationships to determine which to invest in, revive, or discontinue.
• Contribute to designing commercial partnership frameworks including referral and reseller agreements, fee structures, tier classifications, deal registration processes, and sales engagement rules.
• Set strategic priorities and quarterly goals for the partner channel, reporting monthly with sales-like rigor.
• Create and deliver comprehensive onboarding and enablement programs to ensure partners understand and can effectively represent RemotePass's offerings.
• Maintain and grow existing partner relationships to increase referral volumes over time.
• Work with go-to-market engineering to ensure partner-generated pipeline is accurately tracked in the CRM system.
• Co-sell alongside account executives, managing seamless transitions between partners and internal sales teams.
• Coordinate cross-departmentally with Marketing, Sales, Product, and Operations to align partnership objectives with company-wide goals.
• Regularly monitor and analyze channel performance, identify issues, and implement improvements.
• Serve as the primary contact for partners, providing prompt and professional responses to inquiries.
• Stay informed on industry developments and competitor channel programs, recommending enhancements accordingly.
• Prepare and present detailed reports on channel performance to management and stakeholders.

Requirements

• 4 to 7 years of professional experience in B2B SaaS or professional services, including at least 2 years in channel management, partnerships, alliances, or partner-driven business development.
• Demonstrated hands-on involvement in partner development roles, emphasizing building new partnerships rather than solely maintaining existing ones.
• Experience with outbound partner recruitment and understanding of measuring partner contributions effectively.
• Deep knowledge of partner acquisition and engagement tactics.
• Outstanding communication and interpersonal skills with the ability to establish credibility with senior advisors in professional services.
• Strong analytical skills for data evaluation and metric reporting.
• Excellent organizational and project management abilities with a proactive problem-solving mindset.
• Familiarity with CRM platforms, with a preference for experience using HubSpot.

Benefits

• Join a rapidly expanding global company transforming remote workforce management.
• Engage in a collaborative, inclusive workplace that promotes innovation and creativity.
• Access opportunities for career advancement and professional development.
• Enjoy a competitive compensation package with uncapped variable pay linked directly to the accounts you help grow.