Partner Manager

GustoGusto·Remote(San Francisco, CA - Hybrid; Denver, CO - Hybrid; New York, NY - Hybrid; United States - Remote)
Other
Salesforce

WFA Digital Insight

As the demand for cloud-based solutions grows, companies like Gusto are at the forefront, offering innovative platforms for accounting firms. With a 25% increase in cloud adoption among small businesses in the last year, the need for skilled Partner Managers who can navigate complex partnerships and drive revenue growth is on the rise. Gusto's commitment to using AI-powered workflows sets it apart, and candidates with experience in Salesforce and a passion for AI-driven sales strategies will find this role particularly compelling. Before applying, consider how your skills align with Gusto's mission to support the small business economy and how you can leverage your expertise to make a meaningful impact.

Job Description

About the Role

Gusto is seeking a Partner Manager to lead the strategy and growth of its largest and most strategic accounting firm partners. This role is crucial in maintaining and expanding current revenue and usage within these firms, as well as identifying, pitching, and facilitating new growth opportunities. As a Partner Manager, you will be the key point of contact for partners, working closely with cross-functional teams to strengthen relationships and coordinate joint efforts. The ideal candidate will be comfortable building deep relationships at all levels of a partner organization and will be adept at managing complex partner relationships and product configurations.

The Partner Manager will also be responsible for driving awareness and usage of new or updated Gusto Pro features, ensuring that partners are leveraging the platform to achieve successful business outcomes for their clients and their firm. This involves leading frequent discussions with partners, including weekly status calls, upsell calls, and Quarterly Business Reviews (QBRs), to ensure the Gusto Pro platform is meeting their needs and driving growth.

Gusto's commitment to innovation and customer satisfaction is reflected in its use of AI-powered workflows. As a Partner Manager, you will be expected to actively engage with AI tools relevant to your role, growing your fluency as the technology evolves. This not only enhances your ability to drive growth but also positions you at the forefront of sales technology.

What You Will Do

  • Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned accounting firms.
  • Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio, aligning the Gusto Pro Partner Program with the partners' strategic growth objectives.
  • Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners.
  • Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles.
  • Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption.
  • Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm.
  • Drive awareness and usage of new or updated Gusto Pro features among partners.
  • Collaborate with senior members of Gusto's team to strengthen the partner relationship and provide input on the evolution of the Gusto Pro product roadmap and processes.
  • Utilize AI-powered workflows as a core part of your sales strategy, identifying areas for improvement and collaborating with your team to influence future developments.

What We Are Looking For

  • Experience in partner management or a related field, with a proven track record of driving revenue growth and managing complex partnerships.
  • Strong proficiency in Salesforce and experience with AI-driven sales tools.
  • Excellent communication and relationship-building skills, with the ability to work effectively at all levels of a partner organization.
  • Strategic thinking and the ability to develop and execute plans to drive growth and expand partnerships.
  • Experience working in a fast-paced, technology-driven environment, with a strong adaptability to changing priorities and deadlines.
  • Knowledge of the accounting industry and experience working with accounting firms is a plus.
  • Bachelor's degree in Business, Marketing, or a related field.
  • Minimum of 3 years of experience in partner management, sales, or a related field.

Nice to Have

  • Experience with cloud-based platforms and SaaS solutions.
  • Familiarity with AI and machine learning technologies.
  • Certification in Salesforce or a related technology.
  • Experience working in a remote or hybrid work environment.

Benefits and Perks

  • Competitive base pay and equity (RSUs) as part of Gusto's Total Rewards philosophy.
  • Comprehensive benefits package, including health insurance, 401(k), and paid time off.
  • The opportunity to work with a game-changing, cloud-based platform that empowers accounting firms to streamline their operations.
  • Collaborative and dynamic work environment with a team of experienced professionals.
  • Professional development opportunities, including training and education to enhance your skills and career growth.
  • Flexible work arrangements, including remote and hybrid options, to support your work-life balance.

How to Stand Out

  • Ensure you have a strong understanding of Salesforce and its applications in partner management before applying.
  • Prepare examples of how you have driven revenue growth and managed complex partnerships in previous roles.
  • Highlight your experience with AI-driven sales tools and your ability to adapt to new technologies.
  • Develop a clear understanding of Gusto's mission and how your skills and experience align with the company's goals.
  • Be ready to discuss your strategic thinking and planning skills, particularly in the context of driving growth and expanding partnerships.
  • Consider reaching out to current or former Gusto employees to gain insights into the company culture and the role of a Partner Manager.
  • When negotiating salary, be prepared to discuss your expectations based on industry standards and your relevant experience.

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