Channel Partnerships Manager

About RemotePass 

RemotePass exists because talent is distributed equally, but opportunity is not. Backed by EBRD and trusted by 1000+ companies across 150+ countries, RemotePass is the platform that gives businesses the infrastructure to hire anyone, anywhere - and gives workers in emerging markets the financial tools and global access they deserve.

RemotePass is the only platform that combines Employer of Record, contractor management, direct employment, and corporate spend cards in a single product - rated 4.8/5 on G2, trusted by Spotify, Logitech, and Deloitte, and operating across 150+ countries.

We are backed by leading global investors, including Oraseya Capital, Endeavor Catalyst, Khwarizmi Ventures, Flyer One Ventures, Access Bridge Ventures, A15, Swiss Founders Fund, 

About the Role:

We are a rapidly growing company that specializes in providing comprehensive global HR and payroll solutions for businesses. Partnerships are set to become one of our largest sources of new pipeline over the next three years, and we are building that function now.

We are seeking a highly skilled and motivated individual to build that channel for RemotePass, deciding which partner types are worth pursuing, recruiting and signing them, and making sure the pipeline they produce is measurable and converting.

This is a hands-on role. You will build the target lists, run the outreach, take the meetings and negotiate the agreements yourself. You will work closely with our Head of Sales, our account executives and our go-to-market engineer, and you will have direct access to our leadership team including our CEO.

Key Responsibilities:

• Recruit and sign new channel partners in the priority segments.
• Review our existing partner relationships and decide which to invest in, revive or close.
• Help design the commercial model: referral and reseller terms, fee levels, partner tiers, deal registration, and the rules of engagement with our direct sales team.
• Establish roadmap priorities and quarterly focuses for the channel, and report on them monthly with the same rigour as a sales forecast.
• Design and deliver onboarding and enablement for new partners, so they understand our proposition and can position us accurately.
• Nurture existing partner relationships so that RemotePass is the provider they think of first, and so referral volume grows over time.
• Work with our go-to-market engineer to make partner-sourced pipeline properly traceable in our CRM, so channel contribution can be measured and defended.
• Co-sell with our account executives, bringing partners into live opportunities and owning the handoffs in both directions.
• Collaborate with cross-functional teams, including Marketing, Sales, Product and Operations, to align channel goals with wider company objectives.
• Monitor and analyse channel performance, identify what is not working, and act on it.
• Act as the main point of contact for our partners, responding to enquiries in a timely and professional manner.
• Stay up to date with industry trends and competitor channel programmes, and make recommendations accordingly.
• Prepare regular reports and presentations on channel performance for management and key stakeholders.

• 4 to 7 years of experience in B2B SaaS or professional services, with at least 2 in channel, partnerships, alliances or partner-led business development.
• A current or recent role that is hands-on. 
• Evidence of building rather than maintaining. 
• Comfort with outbound partner recruitment. 
• An understanding of how partner contribution is measured, and a view on how it should be
• Strong understanding of partner acquisition and engagement strategies.
• Excellent interpersonal and communication skills, including the ability to build credibility with senior people at professional services firms, where the person across the table is an adviser rather than a buyer.
• Proficient in data analysis and metrics reporting.
• Strong organisational and project management skills, and a proactive approach to problem-solving.
• Familiarity with CRM systems, ideally HubSpot

• Be part of a fast-growing global company revolutionizing remote work management.
• Work in a collaborative and inclusive environment that values innovation and creativity.
• Opportunities for professional growth and development.
• Competitive, uncapped variable compensation tied directly to the accounts you grow.