CoLab Software - Manager, Industry Partnerships
Requirements
• You measure partnerships by pipeline and revenue produced. • You're equally comfortable building trust with a seasoned industry executive and sitting down with an Account Executive to map out account strategy. • You're organized and operational. You know that partner programs are made on strong relationship management, well documented and understood partner strategy, clear expectations, consistent cadences, and clean handoffs - and you build the systems that make those things happen. • You're curious about how hardware products get designed and built, and you can speak credibly with engineering leaders about the problems CoLab solves. • 5+ years of experience in sales, partnerships, channel, alliances, or business development at a B2B software company, ideally selling into enterprise customers. • Proven track record of building partner relationships that generated measurable pipeline and closed revenue. • Strong working knowledge of enterprise sales cycles and experience collaborating closely with Account Executives. • Comfort building trust with senior executives and industry advisors. • Experience in manufacturing, engineering, PLM, or CAD-adjacent software is a strong plus. • Experience working with partners in Europe is a plus.
Responsibilities
• Manage and grow existing partner relationships • Own day-to-day relationships with CoLab's industry and executive partners. • Set clear joint goals with each partner - target accounts, introductions, and pipeline - and run a regular cadence of check-ins and business reviews against them. • Equip partners to represent CoLab well: onboarding, messaging, demo support, and co-branded materials, in partnership with Marketing and Solutions Engineering. • Manage partner agreements, commission or referral terms, and renewals in partnership with Finance and Legal. • Turn partner relationships into pipeline • Work closely with Account Executives, Field Marketing, Business Development, and Sales leadership to identify where partners can open doors in target and existing accounts. • Route partner introductions to the right sellers quickly, and make sure every introduction gets timely, high-quality follow-up. • Track partner-sourced and partner-influenced pipeline and report regularly on partner performance. • Source and sign new partners • Build and maintain a target list of prospective referral partners aligned to CoLab's key verticals and regions. • Lead outreach, qualification, and negotiation with prospective partners, and move them from first conversation to signed agreement. • Onboard new partners so they are producing introductions within their first 90 days. • Build the partner program • Define and document CoLab's partner playbook: partner types, tiers, rules of engagement with the sales team, and how partner deals are tracked and credited. • Continuously improve the program based on what's working, and share insights with leadership on where to invest next.
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