Technical Solution Manager
•Clover Health· 1d
💼 Sales⏰ Full-time🎯 Lead / Principal💰 $134k-175k🇺🇸 USA
1d ago
Restaurant365·3 months ago
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).
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 Partnerships.
Does not create quotes or own opportunity record keeping and AEs handle account, opportunity, and quote creation with this role focused on governance and accuracy of CPQ approvals.
Supports but does not solely own deal closure and the primary responsibility is to enable and support AEs and partners in closing business.
Key Performance Indicators
Partner Sourced Pipeline Total ARR value of pipeline sourced directly by partners.
Partner Influenced Pipeline Pipeline where a partner materially influenced the deal such as introduction, expanded scope, or services dependency.
Partner Sourced ARR Total ARR Closed Won sourced by partners.
Partner Influenced ARR Total ARR Closed Won where partners had material influence.
Partner Tier Advancement Number or percentage of partners moving up at least one tier annually.
Growth of Existing Partner Book Year over year ARR growth from existing partners.
QUALIFICATIONS
Proven experience in partner management, channel sales, or reseller program management within B2B SaaS or a related technology environment.
Demonstrated success in pipeline generation, revenue accountability, and quota-bearing roles, ideally with both sourced and influenced metrics.
Experience building and managing joint go-to-market plans with partners, including coordination with Sales, Marketing, and Enablement.
Strong commercial acumen with the ability to interpret contracts, pricing structures, and tiered partner benefits.
Experience managing escalations across Billing, Finance, Sales, and Customer Success, with a track record of structured problem-solving.
Proficiency working in CRM/CPQ systems (e.g., Salesforce) to review opportunities, validate pricing and SKUs, and track partner performance.
Excellent relationship management, communication, and negotiation skills, with the ability to influence cross-functional stakeholders and executive-level partner contacts.
AI fluency: Guides their team in using approved AI tools safely in daily work and holds them accountable for reviewing AI output, particularly in pipeline management, forecasting, and partner-facing communications.
PREFERRED QUALIFICATIONS
Experience managing or scaling a reseller or channel program in a high-growth SaaS company.
Background in the restaurant, hospitality, or retail industries, or familiarity with restaurant back-office platforms (e.g., accounting, POS, inventory).
Experience working closely with Billing, Deal Desk, and Finance on contract structures, discounting, and margin analysis.
Prior ownership of tiered partner programs, including governance, benefits design, and performance thresholds.
Comfort using AI and analytics tools to analyze partner performance, forecast pipeline, and identify growth opportunities beyond standard CRM reporting.