Varnish Software

Account Manager

• Identify, recruit, and negotiate agreements with strategic reseller partners across North America.
• Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools.
• Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions.
• Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets.
• Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship.
• Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success.
• Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.

Partner Account Manager – SaaS Reseller Partnerships