Partnerships Manager

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter – to help restaurateurs  succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry’s, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

As an Partnerships Manager at Otter, you will be responsible for fostering and maintaining strong relationships with our 3rd party partners, whilst growing the customer based. Your primary goal will be to grow Quick Service Restaurant (QSR) focused partners . You will work closely with Sales, Product Management, Customer Support, Onboarding and other teams to deliver exceptional service and value to our customers.

What else you need to know

This role is based in our Waterloo, London office location. We believe that people do their best work when they are together. As a company, we’re in the marketplace of ideas and innovation. When you’re constantly innovating, changing how an industry works, inventing new products and processes - and we are doing all these things - we believe we’re better as a team in-person. That’s why all of our teams (except for our field-based roles) are now working from one of our office locations 5 days a week. 

In essence, this role entails the following:

• Drive partnership growth and look for ways to unlock new lines of revenue through these partnerships - in the UK and France
• Be able to drive our revenue expectations and work closely with different teams to unlock further growth opportunities (upsell/cross sell) with our partners and existing user base
• Commercial - being able to navigate the ecosystem, provide input to operationalise partnerships, close the deals and protect the impact around revenue, cost, LTV etc. 
• We want to be more active around events, webinars, co-marketing initiatives etc so that person should be comfortable around this.
• Technical - someone that feels comfortable or has had experience dealing with integrations is a huge plus. Being able to deal with technical teams, partnership and c-level executives is key.
• Process and structure - we'll need someone that can continuously help with improving the way we work with partners around onboarding and capabilities. Solid project management skills, stakeholder and relationship management.
• Source, negotiate, validate and nurture partnerships.
• Develop strategic plans for partners with key success metrics and specific initiatives

• Experience: 2+ years of experience in Partnerships working with and developing POS, OFO or QSE Brands
• Education: Bachelor’s degree in Business Management, or a related field. Advanced degrees or certifications in analytics or project management are a plus.
• Analytical Skills: Strong ability to analyze large datasets, identify patterns, and deliver actionable insights. Experience in developing metrics and KPIs for tracking performance.
• Communication: Exceptional written and verbal communication skills. Ability to present complex data and insights clearly and effectively to both technical and non-technical audiences.
• Problem-Solving: Proactive and innovative approach to problem-solving, with a strong focus on data-driven solutions and continuous improvement.
• Collaboration: Strong interpersonal skills with the ability to build relationships and work collaboratively with cross-functional teams.
• Languages: English and French (Desirable)

 Revenue KPIs

• Monthly Recurring Revenue (MRR) from Channel Partners
• Annual Recurring Revenue (ARR) Growth from Partners

Partner Development KPIs

• New Partner Acquisition Rate
• Partner Activation Rate

Sales Performance KPIs

• Sales Cycle Length:
• Quota Attainment
• CW and MRR (net new after churn)
• Average Deal Size through Partners

Growth and Expansion KPIs

• Upsell and Cross-Sell ARR