Senior Strategic Partner Manager

The Senior Strategic Partner Manager is accountable for driving net-new partner growth by identifying, opening, developing, and scaling high-potential reseller and non-traditional partner relationships across North America. 

This role requires a hunter mentality: the ability to create opportunity where little or no active relationship exists, navigate complex partner organizations, influence multiple stakeholders, and build a commercial path from first engagement to revenue-generating partnership. 

The role blends business development, strategic account planning, partner acquisition, and cross-functional leadership. Success will be measured by the ability to convert target partners into active, growing, and scalable commercial relationships. 

KEY RESPONSIBILITIES 

Create and Convert New Partner Opportunities

Own the pursuit and development of a curated list of high-potential reseller and non-traditional partners. The successful candidate will be expected to create momentum without waiting for fully developed opportunities to be handed to them. 

• Research target partners and develop a clear account pursuit strategy. 
• Identify relevant entry points and build outreach plans for each partner. 
• Engage decision-makers across executive, commercial, merchandising, vendor management, purchasing, sales, and operations teams. 
• Create commercial interest by connecting StarTech.com capabilities to the partner's business model, customer base, category gaps, and growth priorities. 
• Move partners from unknown or underdeveloped status into active business development conversations

Build Strategic Partner Expansion Plans

Develop clear partner growth plans that define where StarTech.com can win within each target partner and how the opportunity can scale beyond initial engagement. 

• Identify relevant product categories, commercial gaps, stakeholder priorities, buying behavior, ecommerce opportunities, competitive positioning, and regional expansion paths. 
• Build a practical expansion thesis for each partner that goes beyond account maintenance. 
• Translate target-partner insight into revenue opportunity, action plans, launch priorities, and measurable growth milestones. 
• Use data, market context, and internal expertise to create urgency and a clear reason for partner engagement. 

Lead Cross-Functional Opportunity Development

Act as the internal quarterback across Product Management, Merchandising, Marketing, Content, Data & Analytics, Operations, Finance, Supply Chain, and Sales. 

• Translate partner opportunity into internal action and align teams around the commercial case. 
• Coordinate the creation of partner-specific proposals, product focus, pricing logic, content support, launch requirements, and go-to-market plans. 
• Influence teams the role does not directly manage by providing clarity, context, urgency, and commercial rationale. 
• Once partners are acquired, lead coordination of internal systems, processes, and support structures required for launch and ongoing growth. 

Drive Executive Visibility and Commercial Accountability 

Provide regular updates to leadership on partner pursuit progress, commercial traction, obstacles, revenue potential, and support requirements. 

• Provide concise, action-oriented updates that focus on business progress rather than activity reporting. 
• Surface risks, decisions, resource needs, and escalation points early. 
• Maintain clear visibility into target-partner status, next steps, expected outcomes, and ownership. 
• Use CRM and reporting tools consistently to support pipeline discipline and leadership visibility. 

ROLE CLARITY: WHAT THIS ROLE IS AND IS NOT 

This role is focused on: 

• Creating new commercial opportunities with target partners 
• Opening doors with senior, commercial, merchandising, vendor-management, purchasing, and sales stakeholders 
• Building a compelling case for why StarTech.com matters to each partner 
• Turning early-stage interest into structured growth plans 
• Driving internal alignment to support partner activation and growth 
• Expanding partner potential beyond the first transaction, first category, or first region 

 This role is not focused on: 

• Maintaining an inherited book of business 
• Responding only to inbound partner requests 
• Routine account maintenance or relationship caretaking 
• Waiting for fully developed opportunities to be handed over 
• Reporting activity without converting activity into measurable progress