Solution Partners Manager

PandaDoc is looking for a Solution Partners Manager to own and grow our partner ecosystem. This is a high-impact, relationship and execution focused role sitting at the intersection of PandaDoc, our customers, and our solutions partner network. You'll serve as the quarterback - building joint partner plans, driving partners to co-sell and co-market with us, managing strategic relationships directly, and enabling partners to generate leads and opportunities the way a top tier marketer and BDR would.

What You'll Do

Partner Relationship Management

• 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

Partner Development & Recruitment

• 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

Co-Selling & Pipeline

• 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

Enablement

• 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

What We're Looking For

• 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

Why This Role

You'll have real ownership - a defined partner portfolio, a clear mandate to grow it, and the autonomy to build the relationships and processes that make it happen. This is not a support role; it's a strategic, quota-bearing position with direct impact on PandaDoc's partner-led growth.