Partner Channels and Program Manager

Partner Channels and Program ManagerNearly every company in the world runs on custom software: Gartner estimates that up to 50% of all code is written for internal use. This is the operational software for refunding orders, underwriting loans, onboarding employees, analyzing transactions, and providing customer support. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.At Retool, we're on a mission to bring good software to everyone. We're building a new type of development platform that combines the benefits of traditional software development with a drag-and-drop UI editor and AI, making it dramatically faster to build internal tools. We believe that the future of software development lies in abstracting away the tedious and repetitive tasks developers waste time on, while creating reusable components that act as a force multiplier for future developers and projects. The result is not just productivity, but good software by default. And that's a mission worth striving for.Today, our customers span from small startups building their first operational tools to Fortune 500 companies building mission-critical apps for thousands of users across their business. Interested in joining us? Let us knowWe are seeking a Sr. Partner Channel and Program Manager to drive growth and operational excellence across our channel partner ecosystem from a global standpoint, including solutions partners, services partners and channel resellers (including VARs). Collectively, these partners contribute to our pipeline growth.This individual will also play a central role in designing and scaling Retool's partner programdefining the systems, processes, and frameworks needed to manage and scale our partners globally. The goal is to ensure partners can be effectively recruited, onboarded, enabled, and engaged at scale, with smooth deal flow, clear reporting, and consistent support.The ideal candidate is both strategic and execution-oriented: able to architect scalable frameworks for partner engagement and performance management, while also driving the day-to-day execution that keeps deals, enablement, and operations moving.Strategy & GrowthDevelop and execute strategies to help scale the global channel ecosystem.Assess existing partnerships and identify new high-potential partners to pursue.Partner Recruitment & EnablementRecruit, 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.Deal Flow & EngagementDrive partner-sourced and influenced pipeline through proactive engagement.Oversee partner deal processes, from opportunity vetting to sales hand-off, ensuring smooth execution and strong partner experience.Program Development & SupportBuild and refine Retool's global partner program with cross-functional teams, aligning structure, incentives, and enablement to business priorities.Act as the primary contact for long-tail partners, handling business and light technical inquiries while driving engagement and growth opportunities.Continuously improve partner processes, tools, and resources to enhance experience, scalability, and pipeline contribution.Operations & ReportingTrack and report on partner performance, pipeline impact, and program health using data-driven insights.Manage operational workflows including invoicing, documentation, and contract processing.Cross-Functional CollaborationPartner with Sales, Marketing, and Product teams to align on GTM strategies, co-sell motions, and partner-led growth initiatives.The skillset you'll bring:Self-starter with strong business acumen and a "get stuff done" attitude.58 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.For candidates based in San Francisco, the pay range for this role is listed below and represents base salary range for non-commissionable roles or on-target earnings (OTE) for commissionable roles. This salary range may be inclusive of several career levels at Retool and will be narrowed during the interview process based on a number of factors such as (but not limited to), scope and responsibilities, the candidate's experience and qualifications, and location.$145,300 - $196,500 USD