Channel Sales & Partnerships Manager

Robusta Studio

Key Responsibilities

• Identify, recruit, and onboard strategic channel partners.
• Build a scalable partner ecosystem that delivers sustainable revenue growth.
• Develop segmentation strategies to prioritize high-potential partners.
• Negotiate commercial terms, commissions, and service-level agreements within delegated authority.

Partner Enablement & Activation

• Design and execute partner onboarding and training programs.
• Equip partners with sales materials, product knowledge, and go-to-market support.
• Drive partner activation and ensure the first qualified opportunity is generated within 60 90 days.

Revenue Growth & Opportunity Management

• Manage partner-generated referrals and opportunities from qualification through close.
• Collaborate with internal sales teams to ensure effective lead handling and deal progression.
• Increase conversion rates and identify upsell and cross-sell opportunities.
• Achieve assigned annual channel revenue targets.

Partner Performance Management

• Monitor partner KPIs, pipeline contribution, and revenue performance.
• Conduct regular business reviews with partners.
• Implement performance improvement plans and optimization actions.
• Maintain strong partner engagement and retention.

Forecasting & Reporting

• Maintain accurate pipeline visibility and revenue forecasts.
• Track channel metrics including conversion rates, partner productivity, and retention.
• Provide insights and recommendations to improve channel performance.

Cross-Functional Collaboration

• Work with Marketing on co-marketing campaigns and partner enablement materials.
• Coordinate with Product to share market and partner feedback.
• Align with Legal and Finance on partnership agreements and commercial structures.
• Drive internal process improvements impacting partner and referral experience.

What You Will Own

• Channel and partner sales performance across the assigned ecosystem
• End-to-end partner lifecycle: acquisition, onboarding, activation, growth, and retention
• Partner referral pipeline, lead quality, and conversion outcomes
• Partner segmentation, KPI tracking, and optimization
• Pipeline forecasting and revenue contribution
• Commercial discussions related to commissions, incentives, and SLAs

What You Will Influence

• Marketing campaigns and co-marketing initiatives
• Sales alignment and referral handling
• Product feedback and market insights
• Legal and Finance alignment on commercial terms
• Internal processes affecting the partner experience