We are looking for a Channel Partnership Manager to strengthen, expand, and operationalize our strategic alliances within the Systems Integration and Consulting ecosystem. This role will focus on managing and growing established partnerships with Atlassian and other leading technology vendors, driving joint go-to-market initiatives, and contributing to pipeline growth through a structured partner-led strategy.
The ideal candidate brings hands-on experience working in a consulting or SI environment, understands partner influence models, and can effectively collaborate across sales, delivery, and marketing teams.
Key Responsibilities
- Manage and grow existing strategic partnerships with Atlassian and other major technology vendors
- Act as the primary point of contact for partner relationships, governance, and ongoing engagement
- Drive joint GTM initiatives including co-selling motions, partner-led deals, co-marketing campaigns, and bundled solutions
- Support partner-sourced and partner-influenced pipeline development in collaboration with Sales teams
- Enable internal teams on partner offerings, certifications, and value propositions
- Coordinate partner programs, deal registrations, and compliance with vendor requirements
- Track and report key metrics including partner pipeline, revenue contribution, and win rates
- Identify opportunities to expand partner footprint across accounts, industries, and service lines
- Work closely with Marketing on partner-specific campaigns, events, and thought leadership initiatives
- Stay current on partner roadmaps, product updates, and ecosystem trends
Experience & Qualifications
- 7–12 years of experience in channel partnerships, alliances, or partner management roles
- Prior experience working with a Systems Integrator, IT consulting firm, or technology services organization
- Hands-on experience managing partnerships with Atlassian; exposure to other major vendors is a strong plus
- Strong understanding of partner programs, certifications, and SI partner ecosystems
- Proven ability to support revenue growth through partner-led and partner-influenced deals
- Excellent stakeholder management, communication, and negotiation skills
- Comfortable working in cross-functional, matrixed organizations
What Success Looks Like
- Increased pipeline and deal flow through Atlassian and other strategic partners
- Strong partner engagement scores and improved joint planning cadence
- Consistent visibility into partner performance, GTM activities, and revenue impact
- Expansion of partner-driven opportunities across key accounts and verticals
