Strategic Partner Manager

Job Description

Where you’ll work: US remote - EST time zone is preferred

Sales at GoTo

At GoTo, our Sales team connects businesses and people with technology solutions that simplify and empower daily life. We continually improve our approach by using innovation and practical AI to help you find new opportunities, personalize outreach, and deliver results for our customers and partners. Here, you’ll use creative problem-solving and data-driven insights to prospect effectively and match our solutions to each unique need. Join our team, where your ideas and ambition help us better support our customers and shape GoTo’s future.

Your Day-to-Day
As the Strategic Partner Manager, you will:

• Build, manage, and deepen field, management, and executive-level relationships between GoTo and key Value Added Resellers (VARs).
• Drive and exceed bookings quotas with assigned VARs; identify opportunities to expand business, upsell, and cross-sell GoTo’s portfolio.
• Develop and negotiate strategic contracts and growth plans with national and regional IT VAR partners.
• Creatively design programs and incentives to build pipeline, recruit new partners, and expand engagement with existing partners.
• Provide comprehensive partner training, enablement, and on-site support, including travel to partner locations and industry events.
• Orchestrate joint demand generation and marketing efforts tailored to national and regional reseller partners.
• Monitor pipeline health, partner sales metrics, and KPIs; analyze performance trends and take corrective action as needed.
• Adjust sales activities, partner programs, and product mix based on analytics and feedback from field and executive partners.
• Lead partner recruiting initiatives, identifying, onboarding, and enabling new strategic partners to expand GoTo’s market coverage.

What We’re Looking For
As a Strategic Partner Manager, your background should include:

• 10+ years of partner or channel management and IT sales experience working with VARs, Strategic Partners, or Resellers, or with SaaS technology companies.
• Demonstrated experience supporting partners selling into the remote support, ITSM, or related IT solutions spaces.
• Expertise in IT solution product areas such as remote support, RMM, MDM, ITSM, and ITAM.
• Proven track record managing partnerships with, or working for, SHI at a national level; experience with additional partners a plus.
• SaaS vendor experience (e.g., TeamViewer, BeyondTrust, Kaseya, Acronis, ConnectWise, ServiceNow, Nexthink) preferred.
• Proven record of achieving/exceeding sales quota and consistently generating substantial pipeline opportunities.
• Demonstrated ability to design, develop, and execute strategic account plans for assigned national partners.
• Willingness to travel to partner sites, industry events, and conferences as needed (30%).

What We Offer

At GoTo, we believe in supporting our employees with a comprehensive range of benefits designed to fit your life—at work and beyond. Here are just some of the benefits and perks you can expect when you join our team:

• Comprehensive health benefits, life and disability insurance, and fertility and family-forming support programs
• Generous paid time off, paid holidays, volunteer time off, and quarterly self-care days and no meeting days
• Tuition and reading reimbursement programs to support your continuous learning and professional growth
• Thrive Global Wellness Program, confidential Employee Assistance Program (EAP), as well as One to One Wellness Coaching
• Employee programs—including Employee Resource Groups (ERGs), GoTo Gives, and our charitable matching program—to amplify your connection and impact.
• Registered Retirement Savings Plan (RRSP) to help you plan for your future
• Gym reimbursement programs to encourage your physical well-being
• Access to telemedicine services for convenient healthcare support
• GoTo performance bonus program to celebrate your impact and contributions
• Monthly remote work stipend to support your home office expenses

At GoTo, you’ll find the flexibility, resources, and support you need to thrive—at work, at home, and everywhere in between. You’ll work towards a shared goal with an open-minded, cohesive team that’s greater than the sum of its parts. We’re committed to creating an inclusive space for everyone, because we know unique perspectives make us a stronger company and community. Join us and be part of a company that invests in your future, where together we’ll Be Real, Think Big, Move Fast, Keep Growing, and stay Customer Obsessed.

Benefits: Comprehensive health insurance (medical, dental, vision), 401(k) plan with discretionary company match, paid time off, employee discount programs, Short Term and Long Term Disability, Basic Life Insurance, and fertility benefits.

The above shows our ranges from minimum to maximum. Your compensation will be determined based on your location, experience, and the pay of employees in similar positions. You will also be eligible for a variable pay component and benefits.