The Role
The Senior Partner Experience Manager will build relationships with channel partners, ensuring a positive experience, driving revenue growth, and collaborating with internal teams for partner engagement and success.
Summary Generated by Built In
Fama is the innovator in online screening that makes hiring great people easy. Combining Fama’s groundbreaking AI technology and ability to integrate across the HR Tech stack, the solution compliantly searches over 10,000 online public sources to help companies avoid workplace misconduct, prevent costly legal action and ultimately, make better decisions. By modernizing candidate screening and due diligence, Fama helps organizations, agencies, and investors improve the quality of hires, make the most of each investment and build successful businesses.
Headquartered in Los Angeles, CA, Fama has raised over $30M and is backed by some of the world’s leading venture capitalists and institutional investors. We’re FCRA, EEOC, and SOC2 compliant, and integrate with major HRIS, ATS, and background check solutions. To learn more, visit Fama.io.
Position Overview:
We seek an experienced and dynamic Senior Partner Experience Manager to support growth and strengthen our partner relationships. This team member is a direct impact on revenue that comes through resellers, so protecting these revenue streams and relationships is of utmost importance. Second, our resellers enable us to scale revenue growth and educate the market. Third, resellers can move the needle quickly for us if they are properly activated, motivated, and supported.
In this role, you will own responsibilities for building and maintaining solid relationships with our channel partners and clients, ensuring they have a positive experience throughout their engagement with our organization. The Senior Partner Experience Manager collaborates with cross-functional internal teams to develop and execute partner engagement plans that increase partner satisfaction and retention while increasing sales and revenue. This includes building strong relationships with partner sales and success teams, driving co-selling and co-marketing, delivering enablement programs, and helping partners succeed with our solutions. This role provides strategic oversight and account management of revenue from resellers, delivers a best-in-class partnership experience, and supports our revenue growth and market education.
Responsibilities:
- Establish and maintain robust relationships with partners, serving as their main point of contact and trusted advisor
- Build deep engagement with key reseller teams across sales, marketing, customer success, product management, and executive leadership where applicable
- Leverage & collaborate with internal Fama resources to achieve goals with resellers [this may include involving sales, marketing and other resources in reseller actions]
- Monitor partner performance and proactively identify opportunities for improvement and ownership for revenue and growth targets through assigned accounts
- Proactively enable reseller product, marketing, sales, and customer success teams to increase adoption within the reseller customer base. This includes training and other aspects of enablement efforts.
- Ensure that partners are fulfilling our brand standards and guidelines
- Directing partner communications, including newsletters, webinars, and partner events
- Distribute playbooks, resources, case studies, and objection-handling tools.
- Track and drive partner rep engagement to achieve consistent pipeline growth through co-selling initiatives. Work directly with their sales team & marketing team.
- Increase reseller rep activation and product competency broadly across resellers.
- Solicit feedback from partners to improve our reseller program.
- Maintain partner records in CRM related to activities performed, account plans, notes
- Follow process and account plans - while applying critical thinking to improve them
- Support Fama efforts to drive process improvement, improved data and visibility
- Assist our efforts to improve forecasting, deal registration, and performance reporting
- Escalate support and onboarding issues to internal teams as needed for fast response
- Analyze partner data to identify trends, opportunities, and challenges, and develop strategies to address them
- Provide regular reporting on partner engagement and performance to senior management
- Head client Strategic Business Reviews and Quarterly Business Reviews
- Travel will include 20%-30% based on business need
Who You Are:
- Sense of ownership - drive urgency and action to realize revenue goals with resellers.
- Be a Builder - help shape playbooks, processes, and reseller enablement tools.
- Collaboration - proactively work with sales, marketing, product, and customer experience to create what our resellers need to be successful.
- Analyze & Improve - learn what is working and where we have gaps to help us improve and scale our impact across partners.
- Own It - celebrate your wins, own your growth, learn, and constantly improve.
Qualifications:
- Minimum 7 years of partner management, channel management, SaaS and-or B2B sales. Experience with hyper-growth environments a plus
- Excellent written and verbal communication with the ability to build rapport and trust with partners and internal stakeholders, especially in remote environments and in-person settings
- Demonstrated critical and strategic thinking, including attentiveness, being proactive, and being exceptionally responsive
- Data literacy and experience with CRM (Hubspot) and analytics platforms strongly preferred.
- Experience in the HR technology industry preferred
- Demonstrated advanced experience in effectively collaborating and communicating with direct and indirect team members via video and other digital tools within a remote work environment to perform job responsibilities.
We believe that becoming an increasingly diverse, equitable, and inclusive workplace makes us a more successful and resilient organization. We embrace equal opportunity for all applicants and seek to foster and preserve a culture of belonging for our employees. We recognize and appreciate that the more inclusive we are, the better we will function as a team. We are committed to providing equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, gender identity, gender expression, age, marital or family status, disability, military veteran status, and any other status or background.
Top Skills
CRM
Hubspot
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The Company
What We Do
Fama is an AI-based software solution that identifies problematic behavior among potential hires and current employees by analyzing publicly available online information. Enterprise HR and talent acquisition leaders trust Fama to identify abusive behaviors, such as bigotry and harassment, that are often missed in the hiring and management process.
