Strategic Partnerships Manager

The Strategic Partnerships Manager is responsible for driving revenue growth through consulting and technology partnerships at Deltabase. This role exists to build a repeatable partner-led growth motion that contributes directly to ARR through both:

• Closing consulting partners as customers (“sell-to”), and
• Generating and converting pipeline through joint go-to-market with partners (“sell-with”).

This is a quota-carrying, execution-heavy role, not a relationship management or ecosystem-building position.

Over the first 12–18 months, the Strategic Partnerships Manager will:

• Close consulting firms as Deltabase customers.
• Build a small number of high-quality consulting partnerships that generate real pipeline.
• Deliver partner-sourced and partner-influenced revenue against agreed targets.
• Establish a repeatable “sell-with” motion with clear GTM playbooks.
• Enable partners to independently identify and progress opportunities.
• Work with the Head of Sales to integrate partnerships into the broader sales motion.
• Establish Technology Partner motion to integrate with third party software solutions.
• Identify and exploit opportunities to scale partner contribution using automation and AI tooling.

1. Partner Sales (Sell-To Motion)
   • Identify, engage, and close consulting firms as Deltabase customers.
   • Own the full sales cycle for partner accounts.
   • Position Deltabase as a core capability within consulting offerings.
   • Build multi-threaded relationships across partner organisations.
   • Maintain deal quality and pricing discipline.
2. Partner-Led Revenue (Sell-With Motion)
   • Build and execute joint go-to-market plans with selected consulting partners.
   • Establish Technology Partner motion to integrate with third party software solutions.
   • Generate partner-sourced and partner-influenced pipeline.
   • Co-sell into target accounts alongside partners.
   • Support partners in progressing and closing deals.
   • Focus on a small number of high-potential partners rather than broad coverage.
3. Pipeline & Forecasting Discipline
   • Own a clear revenue target across both sell-to and sell-with motions.
   • Build and manage a healthy partner-driven pipeline.
   • Forecast accurately on a monthly and quarterly basis.
   • Identify underperforming partners early and reallocate effort accordingly.
4. Partner Enablement (Revenue-Focused)
   • Train partner teams on ICP, use cases, and positioning.
   • Equip partners with practical sales collateral and messaging.
   • Ensure partners can independently generate qualified opportunities.
   • Continuously refine enablement based on what converts to revenue.
5. Sales Process Adoption & Integration
   • Operate within Deltabase’s sales methodology (e.g. BANT / MEDDPICC).
   • Maintain CRM hygiene and accurate partner attribution.
   • Apply consistent qualification standards to partner-generated deals.
   • Work with the Head of Sales to refine partner GTM playbooks.
   • Identify and exploit opportunities to automate partner workflows with AI tooling.
6. Cross-Functional Collaboration
   • Work with Marketing & Demand Generation on partner campaigns and co-marketing.
   • Provide feedback to Product based on partner and end-customer insights.
   • Align closely with AEs (as hired) to ensure clear ownership in co-sell motions.
   • Ensure partnerships are fully integrated into the broader GTM strategy.

This role is:

• A quota-carrying individual contributor.
• Focused on revenue generation, not relationship management.
• Deeply involved in deals (both direct and partner-led).
• Execution-focused and metrics-driven.

This role is not:

• A “Partnerships/Alliances” role focused on logos or PR.
• A channel manager overseeing a large partner network.
• A pure enablement or marketing role.
• A strategy-only position.

• 5–9 years in B2B SaaS sales, partnerships, or hybrid roles.
• Has closed deals directly and through partners.
• Experience working with consulting firms or professional services organisations.
• Comfortable owning a quota and being measured on revenue.
• Strong commercial judgement and ability to prioritise high-value partners.
• Experience operating in early-stage or scale-up environments.
• Comfortable with ambiguity and building while selling.

• Experience selling to HR or people leaders.
• Experience in analytics, data, or insight-led products.
• Experience building partner GTM motions from scratch.
• Exposure to co-selling with consultancies or system integrators.
• Exposure to co-selling with providers of complementary software solutions.

First 6 months:

• First consulting partners signed as customers (sell-to).
• Initial partner-sourced pipeline generated (sell-with).
• 3–5 partners actively engaged in co-sell opportunities.
• Clear partner segmentation and prioritisation established.
• Accurate pipeline tracking and attribution in CRM.

12–18 months:

• Consistent partner-sourced and partner-influenced revenue contribution.
• Repeatable “sell-with” motion established.
• Partners independently generating qualified opportunities.
• Measurable impact on overall pipeline coverage.
• Clear evidence of which partner profiles drive the most revenue.