Director, Partner Management

Overview

Job Description

Responsibilities

• - Define and execute the System Integrator partner strategy aligned with company growth and go-to-market objectives
• - Identify, recruit, and onboard SI partners with strong telecom domain expertise
• - Segment partners by capability, region, and strategic importance
• - Define partner tiers, certification levels, and engagement models
• - Design and own a structured onboarding program to ensure partners are delivery-ready
• - Develop and maintain partner enablement materials, playbooks, and implementation frameworks
• - Establish certification programs for consultants, architects, and project managers
• - Ensure partners understand product capabilities, delivery methodology, and customer expectations
• - Serve as the primary point of contact for partners during active customer implementations
• - Provide guidance, escalation support, and best practices to ensure successful delivery outcomes
• - Define delivery governance models, quality standards, and KPIs for partner-led projects
• - Partner with Professional Services to ensure consistent delivery standards between internal and partner teams
• - Work closely with Product and Engineering to relay partner feedback and influence roadmap priorities
• - Partner with Sales on deal qualification, partner selection, and delivery planning
• - Collaborate with Customer Success to ensure smooth post-implementation handoffs and long-term customer health
• - Align with Legal and Finance on partner agreements, pricing models, and compliance
• - Track partner performance, certification status, utilization, and customer outcomes
• - Identify underperforming partners and implement remediation plans
• - Recognize and scale high-performing partners
• - Continuously refine onboarding, enablement, and delivery processes to improve partner effectiveness and scalability

Required Skills

• - 8–12+ years of experience in Partner Management, Professional Services, or Consulting within a SaaS or telecom software environment
• - Proven experience onboarding and enabling System Integrators
• - Strong understanding of SaaS telecom platforms (e.g., OSS/BSS, billing, provisioning, CPaaS)
• - Experience supporting partner-led implementations in complex enterprise or carrier environments
• - Strong program management and stakeholder coordination skills
• - Ability to operate as a trusted advisor to partners and internal teams
• - Experience working in a SaaS telecom or adjacent industry
• - Background in Professional Services, systems integration, or solution delivery
• - Experience building certification or enablement programs from scratch
• - Familiarity with global partner ecosystems and multi-region delivery models
• - Partner enablement and lifecycle management
• - SaaS delivery models and implementation best practices
• - Relationship management and influence without authority
• - Operational rigor and process design
• - Clear, executive-level communication
• - Problem-solving in complex delivery environments

Benefits

• - Fair compensation and generous benefits
• - Remote work flexibility
• - Commitment to inclusion and diversity
• - Reasonable accommodation for individuals with disabilities
• - Participation in the E-verify program for US employees