[Hiring] Partner Development Manager @Phocas Software

Role Description

The Partner Development Manager is accountable for building and scaling a high-performing partner ecosystem that drives new customer growth. This role executes Phocas' partner GTM strategy through referral, reseller, and services partners aligned to our ICP — recruiting the right partners, enabling them to generate pipeline, and managing them toward continued contribution to bookings.

This is an ideal opportunity for a commercially driven channel marketer who knows how to identify the right partners, make a compelling case for Phocas, negotiate terms that work for both sides, and build the enablement structures that turn a signed agreement into a live, contributing relationship.

Phocas' partner channel is a key lever for new logo growth, particularly in markets and verticals where trusted third-party relationships accelerate access and credibility. Referral is our primary partner motion — quality and selectivity matter more than volume — but we also support reseller and services partners who can extend Phocas' reach and delivery capacity.

This role sits at the intersection of Sales, Marketing, and Enablement — working cross-functionally to recruit the right partners, equip them to succeed, and develop the joint value propositions that make Phocas compelling to a partner's own customer base.

What You Will Be Responsible For

• Know all target partners, develop a recruitment pipeline, and sign the best-fit partners into the Phocas ecosystem — with referral as the primary motion and selectivity applied to reseller relationships.
• Deliver a compelling pitch to recruit new partners into the program, negotiating terms and margins that establish a strong commercial foundation for the relationship.
• Train partners on how to generate pipeline and how to engage Phocas in a sales process — co-delivering sales enablement through webinars, lunch and learns, and other formats.
• Enable partners to deliver high-quality services alongside Phocas products, and successfully onboard partners such that they are contributing to bookings pipeline.
• Develop partner-sourced deals in close collaboration with Sales and Marketing, and manage onboarded, fully-ramped partnerships — including VARs and Publishers — toward continued growth.
• Establish business plans and mutually agreeable goals with partners, activated through co-marketing, sales enablement, and joint engagement activities.
• Develop high-value commercial arrangements — price lists, OEM structures, or equivalent — that create genuine win-win scenarios for Phocas and its partners.
• Map and influence all client-facing contacts at partner organizations, measuring engagement levels and maintaining strong relationships across each partner's team.
• Migrate legacy partnerships to updated commercial terms and maintain the Phocas + Partner joint value proposition as a co-developer alongside each partner.
• Attend industry events and trade shows, stay current on the Phocas product and value proposition, and represent the partner program externally with credibility.

Qualifications

• Demonstrated experience in B2B SaaS channel or partner development, with a track record of recruiting, onboarding, and growing technology partners.
• Strong commercial acumen — able to negotiate partner program terms, structure win-win commercial arrangements, and manage partners to defined targets.
• Compelling communicator and relationship builder — able to pitch Phocas effectively to prospective partners and maintain high-value relationships over time.
• Experienced in delivering partner sales enablement — comfortable running webinars, workshops, and training sessions that build partner capability and confidence.
• Understands the mechanics of referral, reseller, and services partner models — knows when to use each and how to structure agreements accordingly.
• Highly organized with the ability to manage a portfolio of partnerships at different stages — recruitment, onboarding, ramp, and maturity — simultaneously.
• Collaborative and cross-functional — able to work effectively with Marketing, Sales, Enablement, Finance, and Operations to deliver a seamless partner experience.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Wellness Resources

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.