Partner Growth Sales Manager

Position Summary 

The Partner Growth Sales Manager is responsible for managing and growing Diligent's portfolio of Growth reseller, referral, and advisory partners that do not require dedicated strategic alliance management. This role is accountable for maintaining partner-generated revenue, increasing cross-sell and upsell opportunities, and ensuring partners remain engaged, informed, and enabled on Diligent's solutions and go-to-market priorities. 

The role serves as the primary relationship owner for a high-volume portfolio of partners, driving scalable partner success while ensuring assigned partners remain current with partner program requirements, certifications, and implementation readiness necessary to participate in Diligent's implementation and subcontracting ecosystem. 

 

Key Responsibilities 

Partner Relationship Management 

• Serve as the primary business contact for a portfolio of reseller, referral, and advisory partners. 

• Maintain regular communication through business reviews, webinars, newsletters, and virtual meetings. 

• Ensure partners understand Diligent's strategy, product roadmap, and go-to-market priorities. 

• Act as the primary escalation point for partner questions and commercial support. 

Revenue Growth & Pipeline Development 

• Own revenue performance across the assigned partner portfolio. 

• Identify opportunities to expand existing partner business through: 

• Cross-selling additional Diligent solutions 

• Upselling enterprise capabilities 

• Renewals expansion and customer growth 

• Drive partner pipeline creation through enablement initiatives and partner campaigns. 

• Work with Sales to support partner-led opportunities requiring direct sales engagement. 

Partner Enablement 

• Ensure partners remain knowledgeable on Diligent products, positioning, and solution updates. 

• Coordinate product education, sales enablement, and go-to-market messaging with internal teams. 

• Promote partner participation in webinars, enablement sessions, and product launches. 

• Increase partner self-sufficiency through scalable education and communication programs. 

Partner Program Compliance & Implementation Readiness 

• Ensure assigned partners remain current with Partner Program requirements necessary to maintain good standing within the Diligent ecosystem. 

• Monitor partner completion of required implementation certifications, product training, and recertification requirements, coordinating with the Partner Program team as needed. 

• Proactively engage partners whose certifications or program requirements are nearing expiration to maintain eligibility for implementation and subcontracting opportunities. 

• Communicate new product releases, implementation updates, and enablement resources that support implementation readiness. 

• Work with the Professional Services and Partner Program teams to ensure partners understand Diligent implementation standards and maintain the qualifications required to participate in subcontracted delivery engagements. 

• Maintain accurate records of partner certifications, capabilities, and program status, escalating compliance risks when appropriate. 

Cross-Functional Collaboration 

• Partner closely with Sales, Customer Success, Marketing, Professional Services, Partner Programs, and Product teams to support partner success. 

• Ensure smooth engagement between partners and internal teams while reinforcing Diligent's partner engagement model. 

• Advocate for partner needs while maintaining alignment with company policies and program governance. 

Performance Management 

• Track partner revenue, pipeline, certifications, and engagement metrics. 

• Maintain CRM and PRM data accuracy. 

• Identify inactive partners and execute reactivation plans. 

• Recommend partners for increased investment or program changes based on performance and engagement. 

Qualifications 

• 5+ years of channel sales, partner management, alliances, or indirect sales experience. 

• Previous experience in GRC or audit preferred. 

• Experience working with reseller, referral, advisory, or channel partner ecosystems. 

• Strong understanding of SaaS partner sales motions and indirect go-to-market models. 

• Excellent relationship management, communication, and organizational skills. 

• Ability to manage a high volume of partners through scalable engagement models. 

• Experience with Salesforce, PRM platforms, partner enablement tools, and certification tracking is preferred. 

Key Success Metrics 

• Partner-generated revenue growth 

• Partner-sourced and partner-influenced pipeline 

• Cross-sell and upsell revenue through assigned partners 

• Partner renewal retention and expansion 

• Partner engagement and enablement participation 

• Percentage of assigned partners maintaining required certifications and program compliance 

• Percentage of implementation-qualified partners eligible for subcontracting opportunities 

• Accuracy of partner data and certification records 

• Overall partner satisfaction and responsiveness