Strategic partnerships manager

Strategic Partnerships Manager

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")
* 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

* 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


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


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


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


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


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
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