Hybrid Partner Channels and Programs Manager

at re-tool

• Job title: Partner Channels and Programs Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $145,300 - $196,500 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, San Francisco, United States

About the role

• Scale Retool’s global channel ecosystem; recruit, onboard, and enable solutions, services, and reseller partners. Build partner program ops, drive partner-sourced pipeline, and align GTM with Sales and Product.

Responsibilities

• Drive growth and operational excellence across global channel partner ecosystem (solutions, services, VARs).
• Design and scale Retool’s partner program—define systems, processes, and frameworks to manage partners globally.
• Develop and execute strategies to help scale the global channel ecosystem.
• Assess existing partnerships and identify new high-potential partners to pursue.
• Recruit, evaluate, and onboard new partners to align with Retool’s standards and objectives.
• Design and deliver training, resources, and enablement materials to ensure partner readiness.
• Drive partner-sourced and influenced pipeline through proactive engagement.
• Oversee partner deal processes from opportunity vetting to sales hand-off ensuring smooth execution.
• Act as primary contact for long-tail partners handling business and light technical inquiries.
• Continuously improve partner processes, tools, and resources to enhance experience and scalability.
• Track and report on partner performance, pipeline impact, and program health using data-driven insights.
• Manage operational workflows including invoicing, documentation, and contract processing.
• Partner with Sales, Marketing, and Product teams to align on GTM strategies and co-sell motions.

Requirements

• Self-starter with strong business acumen and a “get stuff done” attitude.
• 5–8 years of experience in channel management, specifically working with solutions partners, services partners, and VARs (SaaS/enterprise software preferred).
• Strong grasp of common commercial models (referral, OEM, resell) and ability to get creative with new approaches.
• Proven experience in hunting and vetting partners, managing deal flow, and supporting partner sales processes.
• Track record of building scalable partner programs and driving measurable pipeline growth.
• Strong collaboration skills with field teams (Sales, BDR/SDRs, SEs, AMs, PS, TAMs).
• Proficiency with partner reporting tools and CRM systems (Salesforce experience a plus); skilled at data-driven decision-making.
• Excellent organizational and project management skills; detail-oriented and able to manage multiple priorities simultaneously.
• Strong communication and relationship-building skills across internal and external stakeholders.
• Ability to thrive in a fast-paced, high-growth environment.

Benefits

• Additional compensation in the form(s) of equity
• Commission/bonuses (dependent on position)
• Comprehensive benefit plan including medical, dental, and vision
• 401(k)
• Generous benefits to all employees
• Hybrid work location