Amplemarket - Head of Partnerships

• Define, implement, and prioritize our channel strategy: which partner types we invest in and which we deprioritize, the economics and guardrails for each, the target mix, and the run-rate the channel should reach. • Be accountable for the channel's new business target and forecast, reported on a single governed revenue definition used in every recap, QBR, and target. • Own the onboarding, mentoring, development, and performance management of the partner base, from first activation through ongoing reviews, with a program that rewards partners for performance. • Own the quality of partner-sourced pipeline and its handoff into Sales, in close alignment with the AE team. • Ensure partner compliance with program terms and agreements, applied consistently regardless of partner size, and keep the channel's concentration and legacy arrangements under control. • Manage channel conflict by upholding clear rules of engagement between partners and the direct sales team, with strong internal and external communication. • Drive new monetization for the channel by developing new initiatives with Marketing, Sales, Product, Legal, and partners, across the reseller, services, technology, and startup ecosystems. • Discover new relationship opportunities in the reseller, service, and technology partner ecosystems. • Build and maintain executive-level relationships with our most important partners, and run a proactive planning process with them that sets shared performance goals and benchmarks. • Proactively examine, clarify, and validate partner needs, and be the partner community's advocate in internal planning with Marketing, Sales, Product, RevOps, CS, and Legal. • Lead, coach, and develop the partnerships team; build scalable processes; own the partner tooling and reporting stack with RevOps. • Contribute to channel management best practices and keep the program benchmarked against the market. • 5+ years in partnerships, channel, or alliances at a B2B SaaS company, including 2+ years owning a partner channel's revenue number. • At least one channel strategy you defined and then implemented yourself, from diagnosis through program design to operating results. • A track record of scaling a partner program while keeping it disciplined: consistent enforcement of terms, evolving program structures over time, and focusing effort on what converts. • Fluent working with sales leadership and AEs, RevOps, Product, Legal, Finance, and CS. • Operational discipline: you document, automate, and build things a small team can run. • Experience in sales-tech, sales intelligence, or GTM tooling is a strong advantage.