Director, Partners
Fonoa
full-time
Posted on:
Location Type: Remote
Location: Remote • New York • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Design and launch our SI & consultancy partner program from the ground up.
- Identify, engage, and onboard high-impact SI and consulting partners globally.
- Define scalable partnership models and work out joint go-to-market (GTM) plans.
- Set partner-sourced and partner-influenced pipeline targets in collaboration with Sales.
- Enable and empower partners to sell and implement our platform successfully.
- Help partners position our product as a critical part of their client transformation stories.
- Manage and grow strategic partner relationships—be their trusted advisor and biggest champion.
- Lead regular business reviews with partners to track KPIs and explore growth opportunities.
- Work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure partner success.
- Roll out partner enablement tools, resources, and processes that can scale as we grow.
- Constantly iterate and improve our partner playbook, learning as we scale.
- Share partner insights internally to shape product development and GTM strategies.
Requirements
- Proven experience in SaaS partnerships, with a focus on SI and consultancy ecosystems.
- Proven success in building partner programs (ideally from zero) and scaling them for growth.
- Solid understanding of enterprise SaaS, indirect sales motions, and digital transformation services.
- Track record of driving significant pipeline and revenue via partners.
- Strong commercial skills—comfortable negotiating deals and joint GTM initiatives.
- Highly collaborative with the ability to build trust across both partner and internal teams.
- Startup mentality: bias for action, comfort with ambiguity, and a “build it” mindset.
Benefits
- Ownership: Real autonomy and the chance to make decisions that matter.
- Equity upside: We win together—your success directly impacts your rewards.
- Great people: A collaborative, no-ego team that values transparency and action.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaS partnershipspartner program developmentpipeline managementrevenue generationnegotiationgo-to-market (GTM) strategydigital transformation servicesindirect salespartner enablement
Soft skills
collaborationtrust buildingcommercial acumenadaptabilityaction-oriented mindsetstrategic thinkingrelationship managementcommunicationproblem-solving