Partner Account Manager – SaaS Reseller Partnerships

Varnish Software

Partner Account Manager responsible for managing reseller partnerships across North America for Varnish Software. Focusing on enabling partner success and fostering commercial relationships.

Posted 7/1/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in SaaS partner management and channel sales, with a strong focus on relationship building and strategic business planning. Capable of effectively communicating technical concepts and delivering sales enablement training to partner sales teams.

Highest-signal resume keywords

SaaS Partner ManagementChannel SalesRelationship ManagementBusiness DevelopmentSales Enablement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Forecast ManagementSales Pipeline ManagementBusiness Performance TrackingNegotiationData-Driven Decision Making

Soft Skills

Excellent Communication SkillsStakeholder EngagementInfluencing SkillsRelationship Building

Tools & Technologies

Provisioning ToolsSales Enablement Tools

Industry Keywords

Value-Added ResellersManaged Service ProvidersProfessional ServicesHyperscaler MarketplacesQuarterly Business Reviews

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

5+ years of experience in SaaS partner management, channel sales, or business development
Proven experience working with Value-Added Resellers (VARs), Managed Service Providers (MSPs), Professional Services organizations, hyperscaler marketplaces, or similar partner ecosystems
An established network of potential partners within the U.S.
Strong relationship management skills with the ability to engage and influence stakeholders at executive level
A commercial, data-driven mindset with experience managing forecasts, sales pipelines, and business performance
Strong business acumen combined with the ability to understand technical concepts and communicate the value of SaaS solutions effectively
Excellent communication skills in English, both written and spoken.

Benefits

Comp & perks

Flexible working arrangements
Generous parental pay
Employee wellness programs
Extra vacation days