Partner Manager

About Us

Virtuous is on a mission to inspire global generosity by helping nonprofits build better relationships with their donors. We offer a modern software platform that provides mid-sized charities with elegant tools for fundraising, marketing, volunteerism, and online giving.

Our talented team is driven to disrupt the status quo in the nonprofit sector. We are hungry, humble, and committed to delivering best-in-class software solutions, customer success interactions, and sales experiences to the world’s leading nonprofits 

We also recognize the importance of giving back and making a difference in the communities where we live and work. That’s why we practice radical generosity by volunteering at nonprofits or going the extra mile for our team and the customers we serve. We take our work seriously, but we don’t take ourselves too seriously. We believe that life is too short not to love what you do. 

The ideal candidate for Virtuous embodies our values by:

• Asking questions with a spirit of curiosity

• Giving feedback freely with candor & grace, welcoming it in return

• Displaying a passion for philanthropy and technology 

• Serving with joy. Everyone is willing to make the coffee!

• Celebrating the wins & milestones of others 

• Assuming good intent & demonstrating trust in others 

• Pursuing relationships with people different from themselves & creates space to be human

Find our core values & more here.

Candidates willing to commute and work out of our downtown Phoenix, AZ or Plano, TX office (3-day/week hybrid schedule) are preferred, though we are accepting resumes from candidates working remotely throughout the US.

Position Summary

As a Partner Manager at Virtuous, you will be instrumental in the continued development and execution of our GTM strategy with our top tier partners. In this role, you will be responsible for recruiting, developing and creating a go-to-market strategy for co-selling, marketing and growing pipeline. It is vital that you have an entrepreneurial mindset and a deep passion for powering partner growth through delivering joint value. The Partner Manager will be responsible for owning the relationships with partners and driving sales conversions of the joint businesses. 

The ideal candidate will possess rich partner and/or sales experience in SaaS technology that enables them to easily interact with and engage partners at both the strategic and execution level. You should have a demonstrated ability to think and present strategically about business, product, and technical challenges with the ability to build and convey compelling value propositions. The position requires a strong partner forward mentality with working experience and knowledge of partner management/project management, as well as partner co-selling experience. 

To succeed in this role you will need to manage the program like a business. While you may not always be the one to execute, you will need to think strategically about all aspects of partner management including marketing, project management, selling, enablement and more. A strong candidate will have excellent communication skills and strong organizational savvy that will allow for planning and coordination with internal and external stakeholders, as well as development and execution of business opportunities alongside our partners to expand our partner ecosystem and fill our customer needs. 

You’ll report to the Director of Partnerships with specific focus on three (3) primary areas: Partner Ecosystem Expansion and Enablement, Business Development, and Internal Collaboration

Responsibilities

Partner Ecosystem Expansion and Enablement

• Identify and cultivate potential partners that align with Virtuous’ ideal partner profile in order to meet and exceed our growth targets

• Maintain strong, long term relationships with high value partners

• Guide partners through onboarding and on-going training programs to ensure they are certified / qualified to serve our customers

• Collaborate with internal teams to ensure we always have a pulse on customer and prospect needs and partners to meet those needs.

Business Development

• Meet and exceed pipeline as well as revenue quota from your portfolio of partners

• Collaborate with Sales, Marketing, Product and Customer Success teams to identify high value opportunities and create partner enablement content and infrastructure

• Create strategy plans with partners to map out how they can be successful within the Virtuous ecosystem in order to grow their business

• Assist Sales Team in coordinating and closing partner-influenced opportunities to ensure we meet and exceed close rate targets

• Understand our vision, solution, product roadmap and go-to-market strategy to effectively communicate these throughout our partner network

Cross Departmental Collaboration

• Work closely with Sales, Marketing, Customer Success and Support to ensure partner and client experiences are second to none. 

• Collaborate with marketing teams to establish the right campaigns, offerings, or promotions that help achieve results.

• Maintain regular communication with Sales and Customer Experience to ensure partners are being leveraged appropriately and partners deliver engagements that result in high customer satisfaction.

You Must Have

• 3+ years experience in SaaS partnerships, sales, or similar field. Nonprofit Tech experience is a plus.

• Strong oral and written communication skills; including process documentation

• High-energy, well organized self-starter with strong sense of accountability

• Proven track record of developing and executing successful partnership strategies and plans.

• Deep sense of accountability and the ability to drive projects across organizations with urgency from start to finish

• Entrepreneurial, flexible, and innovative approach to operational management.

• Deep cross-functional knowledge and experience with all operations within sales including all aspects of the sales process (i.e., lead generation, cold calling, qualifying leads, delivering sales presentations, attending conferences, completing RFI’s and contract negotiations).

• Exceptional leadership skills with strong emphasis on building strategic working relationships. Ability to motivate and inspire a team to deliver outstanding results.

• A desire to get things done, the inspiration to challenge the status quo, and obsessive attention to the needs of our customers are absolutely required.

• Understanding of Alliance and Channel ecosystem development, partner operating models and market dynamics

• Experience managing projects/portfolios and understanding project success

• Solution or product experience at system implementer or leading enterprise SaaS company is a plus

• Ability to work independently, move quickly and as part of a team, with a willingness to learn through design thinking and execution in a fast paced environment

• Bachelor’s Degree in a relevant field of study preferred

• Willingness to travel as needed 

What We Offer

• Market competitive pay leveraging Carta data

• Employee recognition through Bonusly (birthdays, anniversaries, achievements, etc.)

• 401(k) retirement plan with company matching- 50% match up to 6% of compensation after 90 days

• We value our employee’s work-life balance and encourage taking advantage of Unlimited PTO

• Supportive time off including paid volunteer days and company holidays

• Employer-contributed healthcare benefits, encompassing medical, dental, and vision coverage, with plans available for dependents and choices for Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA).

• 12 weeks primary parent leave, 4 weeks secondary parent leave - full pay (adoption as well)

• We pride ourselves on Community and host exciting company outings and events.