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, we believe in supporting our employees with a comprehensive range of benefits designed to fit your life—at work and beyond. Here are just some of the benefits and perks you can expect when you join our team:

· Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs

· Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days

· Tuition and reading reimbursement programs to support your continuous learning and professional growth

· Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching

· Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.

· Gym reimbursement programs to encourage your physical well-being

· Access to telemedicine services for convenient healthcare support

· Monthly remote work stipend to support your home office expenses

Benefits: Comprehensive health insurance (medical, dental, vision), 401(k) plan with discretionary company match, paid time off, employee discount programs, Short Term and Long Term Disability, Basic Life Insurance, and fertility benefits.

The above shows our ranges from minimum to maximum. Your compensation will be determined based on your location, experience, and the pay of employees in similar positions. You will also be eligible for a variable pay component and benefits.