Solution Partners Manager

Summary

PandaDoc is a document workflow automation company seeking a Solution Partners Manager to own and grow its solutions partner ecosystem. The role manages strategic partner relationships, recruits and enables new partners, drives co-selling and partner-sourced revenue, and coordinates partner-attached deals with internal sales and customer success teams.

Responsibilities

• Own a portfolio of solutions partners from Registered through Platinum tier, managing relationships and deals directly
• Serve as the primary point of contact and relationship owner for strategic partner accounts for the entire customer lifecycle
• Act as the connective tissue between PandaDoc, customers, and solutions partners, ensuring seamless coordination and clear ownership at every stage of the deal
• Identify, recruit, and onboard new solutions partners, owning the first touchpoint and early relationship development in repeatable, scalable manner
• Develop partners into active co-sellers who generate qualified leads and pipeline, effectively enabling them to function as an extension of our sales team
• Help partners drive more business to PandaDoc and their own businesses by strategizing and working with them to optimize their sales and marketing motions
• Drive partners along the tier progression from Registered to Platinum by having the partners actively invest in our mutual success
• Own a partner sourced and influenced revenue quota, driving solutions partners to actively co-sell with PandaDoc and consistently overachieve against target
• Lead account mapping, partner readiness, field alignment and strategic deal execution with partners
• Lead and facilitate regular partner deal reviews, ensuring deals are moving and blockers are resolved
• Collaborate with internal Account Executives and CS teams to support partner-attached deals through close
• Enable partners with the knowledge, tools, and resources to represent PandaDoc effectively in market
• Leverage AI to build and maintain partner playbooks, training materials, and onboarding programs that scale

Skills

• 4+ years in partnerships, channel sales, or a partner-facing sales role at a SaaS company
• Proven track record of managing and growing a book of partner relationships, with measurable impact on pipeline and revenue
• Strong commercial instincts: You understand how deals get done and can coach partners through complex sales cycles
• Excellent communicator and relationship builder; you're the kind of person partners want to call first
• Experience recruiting and onboarding new partners from cold outreach through signed agreement
• Comfortable operating with ambiguity and building structure where it doesn't yet exist
• Familiarity with document workflow, eSignature, or sales process automation is a plus

Qualifications

Must Haves

• 4+ years in partnerships, channel sales, or a partner-facing sales role at a SaaS company
• Proven track record of managing and growing a book of partner relationships, with measurable impact on pipeline and revenue
• Strong commercial instincts: You understand how deals get done and can coach partners through complex sales cycles
• Excellent communicator and relationship builder; you're the kind of person partners want to call first
• Experience recruiting and onboarding new partners from cold outreach through signed agreement
• Comfortable operating with ambiguity and building structure where it doesn't yet exist

Nice to Haves

• Familiarity with document workflow, eSignature, or sales process automation is a plus

Benefits

• Employees may be able to purchase company stock (or receive annual bonuses)
• Employees (and their families) may enroll in the company’s medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans.
• Employees will also receive 13.34+ hours of paid time off per month, 6 self care days, birthday PTO day, and 12 company paid holidays off per year.