National Partner Manager

Job Description

Where you’ll work: Remote USA

Sales at GoTo

At GoTo, our Sales team connects businesses and people with technology solutions that simplify and empower their day-to-day lives. We’re constantly elevating our approach by leveraging the latest AI-driven tools—giving you the edge to identify opportunities, personalize outreach, and deliver meaningful results for our customers and partners. Here, creative problem-solving and data-backed insights go hand-in-hand, helping you prospect smarter and match our solutions to each unique need. Join us and be part of a company where innovation is at the core, and where your ambition helps shape the future of sales in an AI-powered world.

Your Day to Day 

As a National Partner Manager, you would be working on:

Strategic Channel Leadership

• Own national TSD revenue: Lead revenue generation efforts across top-tier TSD partnerships, representing the largest and most strategic contributor to partner-driven sales.
• Strategic Ownership of TSD channel strategy: Define and execute a national channel growth strategy, in alignment with company-wide goals and evolving market dynamics.
• Executive-level partner engagement: Build and maintain high-impact relationships with TSD executives, including C-level leaders, to expand influence and accelerate business outcomes.
• Strategic partner planning: Lead joint business planning with TSDs, setting annual targets, growth objectives, and investment strategies.

Sales & Revenue Growth

• Accelerate pipeline and bookings: Guide opportunity development, partner forecasting, and revenue attainment through data-driven strategies and proactive engagement.
• Oversee partner performance: Define and manage KPIs, performance dashboards, and accountability frameworks to ensure consistent delivery of revenue goals.
• Drive incentive alignment: Architect and manage sales incentive structures (e.g., compensation, rebates) that directly impact partner motivation and ROI.
• Cross-functional Influence & Enablement
• Orchestrate internal alignment: Serve as a senior liaison across sales, marketing, product, and operations to ensure optimal support for partner success.
• Executive sponsorship of partner programs: Champion the evolution of TSD partner enablement, including tailored playbooks, executive briefings, and training frameworks.
• Market feedback loop: Provide strategic insights to product and GTM teams based on partner input, competitive dynamics, and market shifts.

Ecosystem and Market Intelligence

• Identify high-value TSDs: Target national partners that expand market reach and vertical penetration.
• Evaluate partner performance: Continuously assess partnership ROI, partner capabilities, and strategic fit to optimize the channel portfolio.
• Conduct market analysis: Perform competitive analysis and collect market insights based on partner and customer feedback.
• Collaborate internally: Work cross-functionally with sales, marketing, operations, and product teams to optimize channel effectiveness and inform product roadmaps.
• Resolve channel conflict: Manage potential channel conflict by fostering excellent communication and adhering to rules of engagement. 

What We’re Looking For

As a National Partner Manager, your background will look like:

• 5+ years in channel sales, partner management, or strategic alliances within the telecom, SaaS, or technology services industries.
• Proven leadership managing $14M+ in annual partner-sourced revenue with a national or global scope.
• Deep understanding of the Technology Services Distributor ecosystem, including recurring revenue models such as UCaaS, VoIP, CCaaS, and connectivity solutions.
• Strong executive presence and interpersonal skills to influence at the C-suite level, both internally and externally.
• Strategic acumen with a track record of defining and executing go-to-market strategies in complex, matrixed environments.
• Analytical mindset, with fluency in CRM (e.g., Salesforce), reporting tools, and sales forecasting.
• Exceptional communication, negotiation, and conflict resolution skills.
• Bachelor’s degree required; MBA or similar advanced degree preferred.
• Travel requirement: Up to 30%, as needed for high-level partner meetings and industry events.

What We Offer

At GoTo,