Partnerships Manager - Gusto PRO

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 300,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy. 

The Channel Development team is growing, and is working to drive new customer growth and revenue through sales and marketing initiatives via product and referral partnerships. This team is responsible for developing new and unique programs to drive growth across segments within Gusto. We are highly cross-functional, strategic, creative and we move fast with a passion to bring great solutions to small businesses to make otherwise mundane tasks easier via our partner solutions.

We are looking for a dynamic and results-driven Partner Manager to drive high intent inbound leads and indirect revenue through established and new partnerships to achieve business objectives. In this role, you will be responsible for identifying, cultivating, and managing strategic partnerships that drive incremental market share within the accountants segment, enhance our ecosystem, and deliver value to our customers. You’ll work cross-functionally to align partnerships with our business objectives and play a critical role in scaling our business.The Partner Manager will primarily be responsible for developing, nurturing and ultimately growing multi-faceted partnerships that drive new firm growth as well as client growth via firms. This individual will be the primary contact for all cross-functional needs including Engineering, Marketing, Product Management, and Sales. The role requires crisp and prompt ongoing internal and external partner communications, marketing and sales activities to drive customer and revenue growth as well as SLA and partner performance reviews to identify areas in need of attention and investment.

This role is ideally suited for someone who is creative, excels at cross-functional stakeholder management, enjoys crafting complex initiatives and driving growth through strategically structured agreements. You will take part in idea generation by building/leveraging relationships, opportunities, and allowing your curiosity to drive profitability. You’re hungry for success, and create win-win-win scenarios while delivering impactful results for our partners and customers.

Here’s what you’ll do day-to-day:

• Utilize CRM to actively track and analyze sales leads and customer interactions to enhance business relationships with customers and drive sales growth
• Monthly and quarterly performance governance to ensure growth targets are on track
• Regular contract management to ensure Gusto and partner are delivering against the contractual commitments within the MSA or any other contractual agreements.
• Meet or exceed monthly annual goals by accurately forecasting, effectively managing a pipeline of opportunities, and managing a full-cycle partnership; from prospect to ongoing development
• Initiative planning - Build comprehensive GTM strategy for growth and expansion with individual partners.
• Stay informed about industry trends, competitive landscapes, and emerging technologies.
• Analyze and report on leads generated through assigned partners, forecast for strategic changes and report on key metrics
• Be a consultative thought-partner with your team, as well as with cross-functional team members to drive growth and close rates for partner prospects
• Manage partner deliverables in the sales process including executive calls, review of new and existing embedded payroll pipelines 

Here’s what we're looking for:

• Minimum of 7+ years of Relationship Management, Sales, and/or partner management, preferably within the accounting industry; fintech experience preferred
• Experience with Salesforce CRM a must
• Experience structuring agreements and unit economics to drive optimal results
• Quick learner who collaborates well with others
• Ability to work cross-functionally and manage multiple projects simultaneously
• You are able to thrive in a fast paced, rapidly changing GTM environment - you move quickly, think strategically and excel at tactical execution.
• Understanding of APIs and technical integrations.
• You are a self-motivated, self-directed and resourceful professional read