Service Partner Growth Manager

Working at Thoropass

Thoropass makes it as easy to do the right thing as it is to check a box. Our team members believe that partnership lightens the load. Not everyone can be an expert at everything – lending each other support in areas of weakness strengthens everyone’s offering. We collaborate openly and enthusiastically; without ego. Thoropass makes it as easy to do the right thing as it is to check a box.

What We Do

At Thoropass, we’re compliance experts, so you don’t have to be. Pairing easy software that’s always getting smarter with expert guidance and continuous monitoring, we integrate into your process to prepare you to pass any audit every year with flying colors. Hundreds of growing companies use Thoropass’s compliance automation platform, expert services, auditors, and partner ecosystem to get and stay compliant over the lifetime of their business. 

We are a rapidly expanding team based in New York. We were founded in May 2019 and raised our Series C funding in November 2022. Our top investors include J.P. Morgan, PayPal Ventures, Fin Capital, Centana, and Bain Capital. We're growing customers and revenue dramatically and we’re poised for continued break-out growth in 2023 and beyond.

About the Role

Thoropass is seeking a dynamic and results-driven Service Partner Growth Manager to join our team. This role is crucial for driving the growth and success of our Managed Service Provider (MSP) and service partner ecosystem as we scale up the business. You will focus on closing new service partner accounts, onboarding them effectively, enabling their success, driving revenue growth through collaborative co-selling initiatives, and ensuring ongoing client and partner success throughout the customer journey. 

Key Responsibilities:

1. Partner Acquisition
• Identify, recruit, and close new MSP and service partner accounts through a combination of online research, prospecting, working inbound partner leads, and traveling to industry conferences and events to build relationships and expand the partner network.
• Ensure new partners understand the value of our platform and are fully equipped to start operating efficiently.
2. Partner Enablement
• Deliver training, tools, and resources to empower partners in adopting and promoting the Thoropass compliance delivery platform.
• Execute structured onboarding processes to set up partners for success.
• Execute strategies for building partner capabilities, including sales, technical expertise, and operational support.
3. Partner Growth
• Build and nurture strong relationships with partners to drive long-term success and mutual growth.
• Develop joint business plans, set KPIs, and track progress toward growth goals.
• Collaborate with internal teams to provide partners with access to marketing, sales, and technical resources.
4. Co-Selling and Customer Onboarding
• Collaborate with partners to co-sell and close deals, ensuring a seamless experience for their customers transitioning to our platform.
• Act as a trusted advisor to partners during sales cycles, customer onboarding, and the ongoing customer journey, offering guidance and support.
• Ensure partners' customers are satisfied throughout their journey by proactively addressing needs, providing ongoing support, and collaborating with partners to drive successful renewals year over year, fostering long-term relationships and customer loyalty.
• Support partners in building their pipelines and executing effective go-to-market strategies.
5. Performance Analysis and Optimization
• Monitor partner performance metrics and identify areas for improvement.
• Analyze growth opportunities and implement strategies to maximize partner contribution to company revenue.
• Provide regular updates to leadership on partner ecosystem performance and initiatives.
• Manage a new business acquisition quota 

Qualifications:

• 5-7+ years of experience in partner management, business development, or channel sales, preferably in a SaaS or technology environment.
• Proven success in onboarding, enabling, and growing MSP or service partner accounts.
• Strong understanding of MSP business models and the ability to align their goals with our platform offerings.
• Excellent relationship management and interpersonal skills.
• Ability to collaborate cross-functionally with internal teams (e.g., sales, marketing, and product).
• Strong analytical skills and a data-driven approach to decision-making.
• Willingness to travel as required.

Key Competencies:

• Strategic thinker with a growth mindset.
• Exceptional communication and presentation skills.
• Entrepreneurial spirit and ability to thrive in a fast-paced, dynamic environment.
• Proven ability to build trust and credibility with partners.

Compensation:

• The on-target earnings (OTE) for this position is between $150,000 - $200,000/yr
• $120,000 - $150,000 base salary + variable
• Immediate access to health, vision, and dental care
• Early equity in a fast-growing company
• Hybrid work-from-home model
• Unlimited PTO
• Stipend for home office equipment
• Monthly wellness and home wifi stipend