The Strategic Partnerships Manager is responsible for driving revenue growth through consulting and technology partnerships at Deltabase.
This role exists to build a repeatable partner-led growth motion that contributes directly to ARR through both:
· Closing consulting partners as customers (“sell-to”), and
· Generating and converting pipeline through joint go-to-market with partners (“sell-with”)
This is a quota-carrying, execution-heavy role, not a relationship management or ecosystem-building position.
Core Objectives:
Over the first 12–18 months, the Strategic Partnerships Manager will:
· Close consulting firms as Deltabase customers
· Build a small number of high-quality consulting partnerships that generate real pipeline
· Deliver partner-sourced and partner-influenced revenue against agreed targets
· Establish a repeatable “sell-with” motion with clear GTM playbooks
· Enable partners to independently identify and progress opportunities
· Work with the Head of Sales to integrate partnerships into the broader sales motion
· Establish Technology Partner motion to integrate with third party software solutions
· Identify and exploit opportunities to scale partner contribution using automation and AI tooling
Key Responsibilities:
1. Partner Sales (Sell-To Motion)
· Identify, engage, and close consulting firms as Deltabase customers
· Own the full sales cycle for partner accounts
· Position Deltabase as a core capability within consulting offerings
· Build multi-threaded relationships across partner organisations
· Maintain deal quality and pricing discipline
2. Partner-Led Revenue (Sell-With Motion)
· Build and execute joint go-to-market plans with selected consulting partners
· Establish Technology Partner motion to integrate with third party software solutions
· Generate partner-sourced and partner-influenced pipeline
· Co-sell into target accounts alongside partners
· Support partners in progressing and closing deals
· Focus on a small number of high-potential partners rather than broad coverage
3. Pipeline & Forecasting Discipline
· Own a clear revenue target across both sell-to and sell-with motions
· Build and manage a healthy partner-driven pipeline
· Forecast accurately on a monthly and quarterly basis
· Identify underperforming partners early and reallocate effort accordingly
4. Partner Enablement (Revenue-Focused)
· Train partner teams on ICP, use cases, and positioning
· Equip partners with practical sales collateral and messaging
· Ensure partners can independently generate qualified opportunities
· Continuously refine enablement based on what converts to revenue
5. Sales Process Adoption & Integration
· Operate within Deltabase’s sales methodology (e.g. BANT / MEDDPICC)
· Maintain CRM hygiene and accurate partner attribution
· Apply consistent qualification standards to partner-generated deals
· Work with the Head of Sales to refine partner GTM playbooks
· Identify and exploit opportunities to automate partner workflows with AI tooling
6. Cross-Functional Collaboration
· Work with Marketing & Demand Generation on partner campaigns and co-marketing
· Provide feedback to Product based on partner and end-customer insights
· Align closely with AEs (as hired) to ensure clear ownership in co-sell motions
· Ensure partnerships are fully integrated into the broader GTM strategy
What This Role Is — and Is Not
This role is:
· A quota-carrying individual contributor
· Focused on revenue generation, not relationship management
· Deeply involved in deals (both direct and partner-led)
· Execution-focused and metrics-driven
This role is not:
· A “Partnerships/Alliances” role focused on logos or PR
· A channel manager overseeing a large partner network
· A pure enablement or marketing role
· A strategy-only position
Ideal Profile:
· 5–9 years in B2B SaaS sales, partnerships, or hybrid roles
· Has closed deals directly and through partners
· Experience working with consulting firms or professional services organisations
· Comfortable owning a quota and being measured on revenue
· Strong commercial judgement and ability to prioritise high-value partners
· Experience operating in early-stage or scale-up environments
· Comfortable with ambiguity and building while selling
Nice to have (but not essential):
· Experience selling to HR or people leaders
· Experience in analytics, data, or insight-led products
· Experience building partner GTM motions from scratch
· Exposure to co-selling with consultancies or system integrators
· Exposure to co-selling with providers of complementary software solutions
Success Measures:
First 6 months
· First consulting partners signed as customers (sell-to)
· Initial partner-sourced pipeline generated (sell-with)
· 3–5 partners actively engaged in co-sell opportunities
· Clear partner segmentation and prioritisation established
· Accurate pipeline tracking and attribution in CRM
12–18 months
· Consistent partner-sourced and partner-influenced revenue contribution
· Repeatable “sell-with” motion established
· Partners independently generating qualified opportunities
· Measurable impact on overall pipeline coverage
· Clear evidence of which partner profiles drive the most revenue