Solution Partner Manager, Reseller

Restaurant365 is a SaaS company disrupting the restaurant industry! Our cloud-based platform provides a unique, centralized solution for accounting and back-office operations for restaurants. Restaurant365’s culture is focused on empowering team members to produce top-notch results while elevating their skills. We’re constantly evolving and improving to make sure we are and always will be “Best in Class” ... and we want that for you too!

The Solution Partner Manager, Reseller is responsible for driving partner-sourced and partner-influenced pipeline, commercial performance, and relationship health across a portfolio of reseller Solution Partners. This role collaborates closely with Sales, Marketing, Enablement, Billing, RevOps, and Customer Success to recruit and onboard new partners, execute joint go-to-market plans, and govern performance against program tiers and revenue goals. Reporting to the Director, Solutions Partnerships, this role serves as the primary commercial and contractual owner for reseller partners while reinforcing clear swim lanes with direct Sales and Partner Success Managers (PSMs). 

How you'll add value:

Partner Recruitment & Contracting

In partnership with Sales, source, evaluate, and sign new reseller Solution Partners.

Own legal agreements and onboarding initiation for new reseller partners.

Ensure partner commitments, pricing structures, and tiers are accurately reflected in contracts and systems.

Go to Market Planning

Build and execute joint GTM plans for reseller partners aligned to channel revenue and pipeline goals.

Collaborate with Marketing and Sales Enablement to develop campaigns, enablement, and sales plays for reseller motions.

Align with AEs and PSMs to ensure GTM plans are understood, activated, and measured.

Revenue Ownership and Pipeline Management

Own partner sourced and partner influenced pipeline and bookings and track performance against quota and channel targets.

Partner with AEs who own quotes, pricing, opportunity management, and deal closure.

Monitor deal velocity and partner pipeline health and identify risks and opportunities for growth.

Tier Advancement and Program Governance

Monitor partner performance against program thresholds that unlock benefits such as PSM and Marketing support.

Track growth of the existing partner book and net new partner revenue.

Govern partner tier assignments and eligibility based on defined program criteria.

QBRs and Partner Performance Management

Lead QBRs and business reviews with active and high tier reseller partners.

Collaborate with PSMs where applicable and tier appropriate to inform success planning and partner enablement.

Present and review partner revenue performance, pipeline health, contribution to channel goals, and tier status.

Escalation Management

Act as the executive escalation point for sales and contractual issues related to reseller partners.

Coordinate with PSMs and Billing for other escalations ensuring timely alignment and resolution.

Manage contract related billing discrepancies tied to contract structure such as incorrect SKUs, tier assignments, or fee misalignment in partnership with PSM, Deal Desk, Billing, and Finance.

Billing and Contract Escalations

Stay informed on billing escalations led by the Billing Team and PSMs and engage when issues tie back to contractual terms.

Own communication and remediation plans when contract structure, pricing, or tier alignment drive billing discrepancies.

Debooking Prevention and Remediation

Partner with PSMs who own the debook process when partners request to debook deals.

Align with PSMs on prevention and remediation plays for credit, churn, or debook scenarios.

Support resolution planning and root cause analysis for any debooked partner deals in collaboration with PSMs and Growth AEs.

Account and Ownership Transfers

Initiate and oversee transfers of accounts between partners and R365 including transitions of indirect customer accounts.

Collaborate with Sales, RevOps, and CS to ensure alignment, documentation, and adherence to program rules.

Coordinate with PSMs to execute account transfer processes once requests are made.

Scope Boundaries What This Role Does Not Do

Does not lead or own sales calls and instead participates to introduce and support while AEs run the sales motion including discovery, demos, negotiations, and close.

Does not negotiate customer pricing outside the Solution Partner Agreement and one off approvals route through direct Sales and the Director, Solutions Partn