Partner Manager

You will play a pivotal role in owning, developing, and managing a high volume of partnerships that are critical to the commercial success of IAM Cloud. You’ll be the key point of contact for our partners (currently around 500), ensuring they are engaged, informed, and enabled to sell our solutions. This role requires a relationship-first approach, supporting partner sales success and ongoing alignment with our business. 

Our partners have always been important to us, but following the recent launch of a major new piece of technology, building and nurturing our partner channel has become one of our key strategic priorities. This is one reason for the hiring of this role, and other adjacent partner-centric roles in our commercial team.  
 
We work with an array of partners from small MSPs to major VARs and distributors. We have partners in over 25 countries around the world. We plan to expand our channel significantly over the next 10 years, and we are building a team to achieve this. We have 500 partners today, with no specialised partner team at all. Over time, we aspire to build a channel of over 50,000 partners. That hopefully both shows you the commitment we have to this area of our business, our level of ambition, and also the potential since even 50,000 still only represents around 10% of the IT market. 
 
Since this role is the first of its kind, it will be generic and broad – working with partners of all kinds worldwide. However as the team grows, there may be future opportunities for specialisation and/or advancement.  

Key Responsibilities: 

• Foster new and existing partner relationships with a focus on sustainable growth and long-term commercial success
• Act as the primary point of contact for partners, ensuring clear communication and alignment on strategic goals, KPIs, and performance
• Communicate product updates, market positioning, and strategic initiatives
• Support partners in sales efforts and identify joint growth opportunities
• Champion our partners’ needs both internally and externally
• Collaborate with external teams to refine processes, develop new solutions, and enhance the overall partner experience
• Be active in the development of training and enablement to support partner success
• Stay ahead of industry trends and competitor activity, providing valuable insights to shape the partnership strategy
• Track and report on partnership performance, leveraging data to optimise relationships and outcomes

• Background in partner management, alliances, or account management, ideally within the Microsoft ecosystem
• Organised, resourceful, and experienced in remote collaboration
• Familiarity with CRM systems (e.g. Salesforce) and partner portals
• Strong experience in managing complex partnerships and driving commercial success
• A deep understanding of how to navigate and build relationships with senior stakeholders and decision-makers
• Excellent negotiation, persuasion, and influencing skills, with the ability to challenge and push partners when necessary
• Strong commercial acumen and the ability to develop and deliver partnership strategies that drive measurable results
• Exceptional communication and relationship management skills, with the ability to build trust and rapport with both internal and external stakeholders
• Ability to work independently and as part of a cross-functional team in a fast-paced, high-growth environment

 
But more than any specific skill, it is essential that you are passionate and take great pride in what you do. You should be an avid learner, curious and hungry to explore new things.

• Competitive starting salary and commission structure based on channel growth and partner retention
• Guaranteed annual pay rise of £2000 minimum
• 26 days’ holiday plus national holidays, your birthday and work anniversary off work 
• Fully remote, flexible working 
• Employees can also ‘work from anywhere’ for up to 4 consecutive weeks per year – to be close to family, chase the sun, or take in some new scenery
• Public Holiday Swap option - swap a Public Holiday for another date if you prefer  
• Any equipment needed to do your role effectively including high-end laptop and monitor
• Access to a personal learning & training budget, alongside a dedicated Learning Afternoon every 6 weeks
• Access to Support Room, which offers on-demand counselling, therapy & coaching along with a wellbeing resource hub
• We support our employees at various stages of life, which is reflected in our generous maternity and paternity policies
• A generous pension scheme with up to 10% equal-matched company contribution
• Medical scheme with a range of benefits including remote GP access, dental & optical cashback, and diagnostics
• Life Insurance of 5x Gross Salary through Unum 
• Help@Hand Benefits and Employee Assistance App

Salary  

• Base Salary: £50,000 – £70,000 per annum
• On-Target Earnings (OTE): £75,000 – £100,000+, depending on performance