Build, manage, and deepen field, management, and executive-level relationships between GoTo and key Value Added Resellers (VARs).
Drive and exceed bookings quotas with assigned VARs; identify opportunities to expand business, upsell, and cross-sell GoTo’s portfolio.
Develop and negotiate strategic contracts and growth plans with national and regional IT VAR partners.
Creatively design programs and incentives to build pipeline, recruit new partners, and expand engagement with existing partners.
Provide comprehensive partner training, enablement, and on-site support, including travel to partner locations and industry events.
Orchestrate joint demand generation and marketing efforts tailored to national and regional reseller partners.
Monitor pipeline health, partner sales metrics, and KPIs; analyze performance trends and take corrective action as needed.
Adjust sales activities, partner programs, and product mix based on analytics and feedback from field and executive partners.
Lead partner recruiting initiatives, identifying, onboarding, and enabling new strategic partners to expand GoTo’s market coverage.

Requirements

10+ years of partner or channel management and IT sales experience working with VARs, Strategic Partners, or Resellers, or with SaaS technology companies.
Demonstrated experience supporting partners selling into the remote support, ITSM, or related IT solutions spaces.
Expertise in IT solution product areas such as remote support, RMM, MDM, ITSM, and ITAM.
Proven track record managing partnerships with, or working for, SHI at a national level; experience with additional partners a plus.
SaaS vendor experience (e.g., TeamViewer, BeyondTrust, Kaseya, Acronis, ConnectWise, ServiceNow, Nexthink) preferred.
Proven record of achieving/exceeding sales quota and consistently generating substantial pipeline opportunities.
Demonstrated ability to design, develop, and execute strategic account plans for assigned national partners.
Willingness to travel to partner sites, industry events, and conferences as needed (30%).

Benefits

Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs
Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days
Tuition and reading reimbursement programs to support your continuous learning and professional growth
Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching
Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.
Registered Retirement Savings Plan (RRSP) to help you plan for your future
Gym reimbursement programs to encourage your physical well-being
Access to telemedicine services for convenient healthcare support
GoTo performance bonus program to celebrate your impact and contributions
Monthly remote work stipend to support your home office expenses

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

partner managementchannel managementIT salescontract negotiationpipeline managementsales metrics analysisstrategic account planningdemand generationprogram designpartner enablement

Soft Skills

relationship buildingleadershipcreativityanalytical thinkingcommunicationcollaborationproblem-solvingadaptabilitystrategic thinkingnegotiation