Director, Partner Management
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Job Description
Director of Partner Management responsible for onboarding and enabling SI partners in telecom SaaS products. Building strategies for partner success and yielding customer satisfaction through effective implementations.
Responsibilities:
- Define and execute the System Integrator partner strategy aligned with company growth and go-to-market objectives.
- Identify, recruit, and onboard SI partners with strong telecom domain expertise.
- Segment partners by capability, region, and strategic importance.
- Define partner tiers, certification levels, and engagement models.
- Design and own a structured onboarding program to ensure partners are delivery-ready.
- Develop and maintain partner enablement materials, playbooks, and implementation frameworks.
- Establish certification programs for consultants, architects, and project managers.
- Ensure partners understand product capabilities, delivery methodology, and customer expectations.
- Serve as the primary point of contact for partners during active customer implementations.
- Provide guidance, escalation support, and best practices to ensure successful delivery outcomes.
- Define delivery governance models, quality standards, and KPIs for partner-led projects.
- Partner with Professional Services to ensure consistent delivery standards between internal and partner teams.
- Work closely with Product and Engineering to relay partner feedback and influence roadmap priorities.
- Partner with Sales on deal qualification, partner selection, and delivery planning.
- Collaborate with Customer Success to ensure smooth post-implementation handoffs and long-term customer health.
- Align with Legal and Finance on partner agreements, pricing models, and compliance.
- Track partner performance, certification status, utilization, and customer outcomes.
- Identify underperforming partners and implement remediation plans.
- Recognize and scale high-performing partners.
- Continuously refine onboarding, enablement, and delivery processes to improve partner effectiveness and scalability.
Requirements:
- 8–12+ years of experience in Partner Management, Professional Services, or Consulting within a SaaS or telecom software environment.
- Proven experience onboarding and enabling System Integrators.
- Strong understanding of SaaS telecom platforms (e.g., OSS/BSS, billing, provisioning, CPaaS).
- Experience supporting partner-led implementations in complex enterprise or carrier environments.
- Strong program management and stakeholder coordination skills.
- Ability to operate as a trusted advisor to partners and internal teams.
- Experience working in a SaaS telecom or adjacent industry.
- Background in Professional Services, systems integration, or solution delivery.
- Experience building certification or enablement programs from scratch.
- Familiarity with global partner ecosystems and multi-region delivery models.
Benefits:
- Learn more about Tucows Benefits.
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