Regional Account Manager driving mid - market cybersecurity sales for Fortinet. Managing quotas, partner relationships, prospecting, demos, and full - cycle opportunities across the local territory.
UL
Senior Agency Partnerships Manager
Posted last month
About the role
- Agency partnerships manager scaling Richpanel's AI-native helpdesk through Shopify agencies, BPOs and CX consultants. Driving partner-sourced ARR, demos, co-selling and referral growth across North America.
Responsibilities
- Build partnerships into 30–40% of Richpanel's new ARR
- Own partner-sourced closed ARR, qualified demos and partner win rate
- Build a named map of top Shopify agencies, BPOs and CX consultants in North America
- Select and invest in 20–30 high-potential partners
- Recruit, enable and activate partners against shared revenue plans
- Learn Richpanel's product, customers, competitors and target buyer in depth
- Join sales demos, run discovery and explain the product
- Build partner-specific talk tracks for developers, BPOs, CX consultants and growth agencies
- Create value propositions for partners and their clients
- Build warm introductions through customers, partners and the Shopify ecosystem
- Run account mapping, co-selling, dinners, roundtables and community events
- Help partners qualify opportunities before sales engagement
- Support large deals through customer close and successful launch
- Create partner tiers, cadences, enablement and high-touch support rules
- Automate onboarding, payouts, deal registration and long-tail communication
- Track partner momentum and re-engage inactive partners
- Maintain accurate CRM attribution and partner-sourced pipeline
- Report qualified demos, win rate, closed ARR and partner concentration monthly
- Achieve 10+ qualified partner demos monthly by 90 days and 20+ monthly by six months
- Activate 8–10 focus partners with live opportunities within 90 days
- Build 20–30 active, high-value relationships within six months
- Maintain a 50%+ win rate on qualified partner referrals
- Put the channel on a path to 30–40% of new ARR
Requirements
- 5+ years in partnerships, channel sales, agency growth or ecommerce SaaS
- Experience owning a closed revenue target and demonstrating the result
- Senior relationships at Shopify agencies, BPOs or CX consultancies
- Ability to identify the first 20 partners to evaluate
- Understanding of agency business models and recommendation drivers
- Deep product-learning ability sufficient to teach and sell products
- Ability to create distinct product stories for different partner types
- Comfort joining discovery, demos and commercial calls
- Ability to host dinners, work conferences and follow up quickly
- Analytical ability to distinguish revenue-producing partners from noise
- Ability to build systems supporting partner relationships
- Ability to move quickly without a complete playbook
- Experience leading a brand, agency book, ecommerce function or commercial P&L is a strong signal
- Experience at a Shopify app, ecommerce agency, BPO or customer experience company is a strong signal
- Experience generating meaningful ARR through agency or consultant referrals is a strong signal
- Experience building partner tiers, health scores, enablement and referral workflows is a strong signal
- Experience creating joint events that generated qualified opportunities is a strong signal
- Ability to travel frequently across the United States and Canada
Benefits
- Stock options with 4-year vesting
- Paid time off
- Learning support
- Company offsites
- Tools needed to work remotely
- Direct access to the CEO, partnerships, sales and product
- Ownership of partners, motion, cadences and investments
- Small team with few decision-making layers
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