Software, Enterprise Software, Sustainability, ESG, SaaS

Senior Manager, Commercial Partnerships

CanadaOnsiteFull TimeManager / HeadPosted 16 days ago

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Required skills

channel partnerships
commercial partnerships
consultant partner programmes
partner-sourced pipeline
partner-influenced pipeline
revenue targets
forecast
joint account plans
pipeline reviews
referral partners

Nice to have

sustainability domain
running partner onboarding
enablement programmes

Role summary

Novisto is seeking a Senior Commercial Partnerships Manager to lead and scale its channel partnerships program within the Partnership & Strategy team. This role involves end-to-end ownership of commercial and consultant partner programs, focusing on revenue generation through growing existing partners and acquiring new ones. The manager will define collaboration models, manage partner relationships, establish rules of engagement, and ensure successful project delivery. Key responsibilities include managing pipeline and revenue targets, shaping partnership models, and collaborating with internal teams like RevOps and Marketing. The ideal candidate has 5+ years of experience in B2B SaaS partnerships, a track record with consulting firms or SIs, strong negotiation and operational skills, and familiarity with AI tools. Experience in sustainability and partner enablement is a plus.

We are looking for a Senior Manager to scale Novisto’s partner-led growth across two categories within the Partnerships & Strategy team: channel partners (resellers and referral partners) and consulting partners (advisory firms, consultancies, and systems integrators). You’ll own the success of both programs end-to-end, including the revenue they generate, from growing existing partners to signing new ones. You’ll also design how these partners and Novisto’s various functions collaborate. You will report to the VP Partnerships & Strategy, who leads the overall partnerships strategy, product partnerships, and corporate development.

Your Responsibilities Will Include:

Own partner-sourced and partner-influenced pipeline and revenue targets for your portfolio, and forecast them.

Grow revenue from existing partners through joint account plans, regular pipeline reviews, and expansion into new regions and service lines.

Identify, qualify, and sign new commercial and consultant partners, including referral partners and resellers, advisory and consulting firms, as well as systems integrators, in our priority markets.

Shape the right partnership model for each partner, from referral to co-selling and joint delivery.

Act as the main point of contact for your partner portfolio and build trusted relationships at every level.

Define and enforce rules of engagement between partners and our GTM teams, including deal registration, lead routing, and channel conflict.

Collaborate with our customer teams so that projects delivered with partners succeed.

Onboard new partners and equip them, and our internal teams, with the training and materials they need to position, sell, and deliver Novisto.

Share partner and market feedback with our product and go-to-market teams.

Design the partnership program, including tiers and incentives, and keep partner agreements and commercial terms up to date.

Collaborate with RevOps to design processes and standards so that partner operations, data, and reporting run reliably, without partnerships becoming the bottleneck.

Work with marketing on partner events, joint content, and co-marketing.

What we are looking for:

5+ years of experience in partnerships, alliances, or channel development at a B2B SaaS company, including partner-sourced pipeline and revenue you personally owned.

A track record of building and managing relationships with consulting firms, systems integrators or resellers.

Commercial intuition and comfort negotiating partnership terms.

Strong operational habits: You are comfortable designing processes and standards that others follow.

Hands-on use of AI tools and automation in your own work, and the curiosity to improve how they are leveraged across a function.

Clear, confident communication with senior stakeholders, internally and externally.

Knowledge and experience in the sustainability domain is an asset.

Experience running partner onboarding or enablement programs is an asset.

Experience working with partners across several regions is an asset.

What we offer:

Join an early-stage, well-financed company

Advance Novisto’s purpose of contributing to the sustainability of the economy, environment, and society by empowering companies to make better decisions and disclosures through our ESG data management software

Contribute your knowledge and insights to increase awareness and knowledge of sustainability

Flexible schedules

Stock option plan

Ready to apply?

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