Sr. Manager - Channel Partnerships

Job Posted: 3/18/24

Location: Americas

Hi there!

Zapier’s mission is to make automation work for everyone. Zapier channel partners are critical to this effort in that they extend Zapier's marketing sales and customer success reach to new customers and markets as well as compliment our product offerings with consulting and implementation services that help customers build solutions and grow their businesses. We’re looking for a Sr. Manager Channel Partnerships to develop and execute our channel partner strategy within the Ecosystems and Channel organization.

This role is responsible for developing and executing our channel partner strategy to support growth of both new and existing partners. This will include supporting all stages of the partner lifecycle: partner recruitment onboarding enablement ongoing relationship management. In addition you’ll be responsible for the design implementation and ongoing management of our partner program requirements and benefits. We’re looking for a leader who can grow and shape the team and partners to achieve Zapier’s business goals.

This person will be building upon the foundation of our Experts program our certified implementation consultant program but we’ll also be looking for this person to build and prioritize new initiatives to drive new upmarket customer relationships for Zapier.

• Our Commitment to Applicants

• Culture and Values at Zapier

• Zapier Guide to Remote Work

• Zapier Code of Conduct

• Diversity and Inclusivity at Zapier

About You

• You’re an experienced channel leader. You have 8+ years experience working in channel sales and channel program strategy roles. You have experience leading and growing high performing channel teams that deliver business impact. You understand the different roles and scope required to make channel partners successful and are comfortable wearing multiple hats while building plans to address future needs.

• You have experience managing partner relationships. You’ve worked directly with services and reselling partners to build relationships and develop joint business plans and growth goals. You’re comfortable setting and managing pipeline opportunities and revenue goals whether they are met via partner sales referrals or services engagements.

• You are well versed in Partner Programs. You have designed and implemented a partner program strategy and roadmap to segment recognize reward partners for business growth and alignment with company priorities. You are familiar with partner portals/systems and comfortable defining business requirements to improve partner experience. You have seen programs grow from pilots to full release and are familiar with what it takes to build and grow to scale.

• You’re self-directed and collaborative . You’re comfortable planning and prioritizing multiple initiatives and requests across many different teams. You identify best practices and opportunities to scale or repurpose successful marketing motions across multiple areas of the business to increase time to market and optimize resources. You’re comfortable making decisions quickly and navigating trade-offs when necessary.

• You know what works and how to measure success. You know how to create best in class partner experiences to align partners with company goals and simplify how they do business with you. You develop and position partner value propositions to gain alignment and traction with partners. You establish health and success metrics necessary to monitor operational effectiveness and business impact of the programs and initiatives your function is responsible for. You’ve set goals through uncertainty before establishing processes and means to create visibility and paths forward.

• You are hands on in all aspects of the business. You understand what it takes to execute against your strategy from the systems processes and cross-functional teams involved. You bring teams and functions in early during planning to gain commitment you’re able to manage risks and dependencies constructively and identify trade-offs. You’re willing to get involved from the ground up to keep projects moving.

Things You’ll Do

• Develop and execute Zapier’s channel strategy and roadmap for how we work with channel partners and grow channel business globally.

• Manage relationships and communication with channel partners and develop plans for growing a team of channel managers necessary to support the channel business.

• Define business metrics for your function establish quarterly and bi-annual targets. Analyze data and be accountable for improving key metrics and achieving targets.

• Drive the success of our partner program through recruitment onboarding enablement sales alignment executive relationship management and demand generation.

• Build the business case scope and implementation plans for new program offerings such as referrals demand generation etc. and execute against approved plans

• Build business cases to justify investment or secure resources for new tactics systems vendors or programs.

• Establish clear vision and strategic requirements for partner portals billing solutions and other internal systems to support channel business. Work closely with operational eng and support teams to ensure the sourcing and implementation of these.

• Collaborate with sales marketing products operations finance and legal teams to drive channel initiatives and align ways of working to avoid or mitigate friction with channel partners if it arises.

• Provide consistent communication including dashboards and reports outlining quantifiable results program analyses and recommendations to leadership.

• Define how and when we position channel partners out to customers and work with cross-functional customer facing teams across Zapier to educate and enable them to include partners.

How to Apply

At Zapier we believe that diverse perspectives and experiences make us better which is why we have a non-standard application process designed to promote inclusion and equity. We're looking for the best fit for each of our roles regardless of the type of education or companies in your background so we encourage you to apply even if your skills and experiences don’t exactly match the job description. All we ask is that you answer a few in-depth questions in our application that would typically be asked at the start of an interview process. This helps speed things up by letting us get to know you and your skillset a bit better right out of the gate. Please be sure to answer each question; the resume and CV fields are optional.

After you apply you are going to hear back from us—even if we don’t see an immediate fit with our team. In fact throughout the process we strive to never go more than seven days without letting you know the status of your application. We know we’ll make mistakes from time to time so if you ever have questions about where you stand or about the process just ask your recruiter!

Zapier is an equal-opportunity employer and we're excited to work with talented and empathetic people of all identities. Zapier does not discriminate based on someone's identity in any aspect of hiring or employment as required by law and in line with our commitment to Diversity Inclusion Belonging and Equity. Our code of conduct provides a beacon for the kind of company we strive to be and we celebrate our differences because those differences are what allow us to make a product that serves a global user base. Zapier will consider all qualified applicants including those with criminal histories consistent with applicable laws.

Zapier is committed to inclusion. As part of this commitment Zapier welcomes applications from individuals with disabilities and will work to provide reasonable accommodations. If reasonable accommodations are needed to participate in the job application or interview process please contact [email protected] .

Application Deadline:

The anticipated application window is 30 days from the date job is posted unless the number of applicants requires it to close sooner or later or if the position is filled.

Even though we’re an all-remote company we still need to be thoughtful about where we have Zapiens working. Check out this resource for a list of countries where we currently cannot have Zapiens permanently working.