Role Summary: 
The Channel Partner Manager owns Tango's partner strategy and execution with Big 3 system integrators: PwC, Deloitte, & EY. This is a build-from-the-ground-up role. This is a senior, quota-carrying business development role for someone who has done this before.  

Key Responsibilities: 
• Develop and execute Tango’s channel partner strategy to drive qualified pipeline, partner-sourced revenue, and partner-influenced sales opportunities. 
• Build, manage, and grow relationships with strategic channel partners, including consultants, systems integrators, real estate service providers, technology partners, and other industry intermediaries. 
• Leverage deep knowledge of the IWMS, corporate real estate, facilities, workplace, retail, restaurant, public sector, or enterprise SaaS markets to identify partners capable of influencing or generating meaningful sales opportunities. 
• Identify, recruit, onboard, and enable new channel partners that align with Tango’s target markets, ideal customer profile, and growth objectives. 
• Create partner business plans, revenue targets, joint go-to-market strategies, and sales activation plans that support Tango’s direct enterprise sales motion. 
• Collaborate closely with Sales, Marketing, Product, Customer Success, and Professional Services to ensure partners are properly enabled, supported, and aligned to Tango’s value proposition. 
• Educate channel partners on Tango’s products, target buyers, competitive positioning, implementation approach, and customer use cases. 
• Partner w/ sales enablement and/or marketing to develop materials, sales presentations, collateral, campaigns, events, training content, and other tools that help partners identify, qualify, and refer opportunities.  
• Support partner-led and joint customer meetings, demos, events, webinars, trade shows, and demand generation activities. 
• Work with partners to uncover new opportunities within corporate real estate, facilities, workplace management, lease administration, retail, restaurant, and public sector accounts. 
• Maintain regular communication with channel partners to review pipeline, sales activity, market feedback, competitive insights, and mutual business priorities. 
• Track partner performance, pipeline contribution, conversion rates, revenue impact, and program effectiveness using appropriate Tango systems (Salesforce etc); recommend changes to improve results. 
• Create and manage repeatable channel processes that improve partner productivity, sales effectiveness, and accountability. 
• Identify emerging channel opportunities, industry influencers, and ecosystem relationships that can expand Tango’s market reach. 
• Provide market and competitive intelligence to Sales, Marketing, Product, and leadership based on partner feedback and field activity. 
• Represent Tango at industry events, partner meetings, customer visits, and trade shows as needed. 
• Serve as an internal subject matter expert on channel strategy, partner engagement, and industry-specific sales opportunities. 

Required Skills: 
• 8+ years of relevant experience in channel management, partner management, business development, strategic alliances, enterprise sales, or related roles. 
• Must have deep relationships with these 3 system integrators: PwC, Deloitte, & EY 
• Strong industry knowledge in one or more of the following areas: Integrated Workplace Management Systems, corporate real estate, facilities management, workplace technology, lease administration, retail operations, restaurant operations, public sector, or enterprise SaaS. 
• Proven ability to generate revenue through channel partners, referral partners, alliances, or strategic industry relationships. 
• Experience working with complex B2B or enterprise SaaS sales cycles, including multi-stakeholder buying committees and consultative sales motions. 
• Strong understanding of how to identify, qualify, develop, and close partner-sourced or partner-influenced opportunities. 
• Demonstrated ability to build and maintain executive-level partner relationships. 
• Experience developing joint business plans, go-to-market strategies, partner enablement programs, and sales activation plans. 
• Strong commercial acumen with an understanding of pipeline management, revenue forecasting, sales metrics, and partner performance tracking. 
• Ability to translate technical software capabilities into clear business value for partners and end customers. 
• Excellent written and verbal communication skills, including the ability to create and deliver compelling partner presentations. 
• Strong cross-functional collaboration skills with the ability to work effectively across Sales, Marketing, Product, Customer Success, and Professional Services. 
• Strong organizational and project management skills with the ability to manage multiple partner initiatives, events, campaigns, and revenue priorities simultaneously. 
• Analytical mindset with the ability to evaluate program effectiveness, identify gaps, and recommend improvements. 
• Self-starter with strong judgment, ownership, and the ability to operate independently in a fast-paced environment. 
• Ability to influence without direct authority and drive results across a matrixed organization. 
• Willingness to travel as needed for partner meetings, customer meetings, trade shows, and industry events. 
• Bachelor’s degree in Business, Marketing, Communications, or a relevant experience.