Senior Partner Manager (m/w/d)

Maltego

🇩🇪 Germany

On-site

Manager or above

5 months ago

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The Senior Partner Manager manages the global partner ecosystem, including System Integrators (SIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs) across EMEA and the US, driving partner performance, revenue growth, and operational excellence. Your mission is to expand, enable, and optimize Maltego’s partner network — ensuring partners are onboarded effectively, equipped for success, compliant with Maltego’s processes, and positioned to drive high-quality revenue.
This is a senior role accountable for driving channel-sourced and channel-influenced revenue, building a high-performing partner pipeline, and expanding ARR through existing and newly recruited partners. The role balances partner strategy, revenue growth, and co-selling execution, while working closely with Sales, Marketing, Enablement, and Partner Operations teams.Channel Revenue Growth & Commercial Ownership

Own partner-sourced and partner-influenced revenue outcomes, including pipeline creation, deal progression, and ARR growth.
Drive channel pipeline generation against defined targets, ensuring healthy pipeline coverage via partners.
Lead joint account planning with Sales and partners, focusing on large and strategic opportunities.
Actively support partner co-selling, including deal strategy, positioning, and executive alignment for larger opportunities.
Drive renewals and expansions through partners in collaboration with Account Management and Sales.

Partner Qualification & Onboarding

Identify, recruit, onboard, and activate new high-potential partners (including SIs and government prime contractors).
Own the qualification and onboarding of new partners, ensuring alignment with partnership strategy, commercial requirements, and long‑term business objectives.
Ensure partners are contractually, technically, and commercially enabled to operate effectively within the Maltego ecosystem.
Oversee partner readiness by coordinating onboarding, training, and certification pathways.

Partner Management & Governance

Own the ongoing management of partner relationships, ensuring alignment against agreed revenue goals, priorities, and engagement models.
Develop and implement annual partner strategies, including setting commercial objectives and success criteria.
Maintain operational cadence with partners through regular reviews and structured business performance tracking.
Lead governance of partner participation in sales workflows, acting as the main escalation point for commercial and deal-related topics.
Oversee and maintain operational frameworks, compliance, and data integrity across partner systems and processes.
Drive partner program improvements by leading reporting, dashboards, and collecting actionable partner feedback.

Partner Marketing & Engagement

Serve as the primary interface between partners and Marketing to ensure alignment on joint initiatives and priorities.
Own partner participation in events, webinars, and campaigns, ensuring clear objectives and measurable outcomes.
Oversee end‑to‑end partner engagement for joint marketing activities, from planning through execution and follow‑up.

4-6 years in partner management, channel sales, or ecosystem leadership roles in B2B SaaS environment
Proven track record of building and scaling revenue-generating partner ecosystems
Strong commercial acumen with experience driving pipeline, closing deals, and growing ARR through partners
Experience working with system integrators, resellers, and/or government prime contractors
Deep understanding of enterprise sales motions and co-selling models
Excellent stakeholder management and cross-functional collaboration skills
Background in cybersecurity, intelligence, or SaaS
Experience operating global partner programs
Understanding of channel sales models
Experience with certification or enablement programs.
Commercially driven and outcome-oriented
Strategic thinker with hands-on execution mindset
Comfortable operating at senior and executive levels internally and externally
Able to balance long-term partner strategy with near-term revenue delivery

Core KPIs

Partner-sourced ARR
Partner-influenced ARR
Channel pipeline coverage & accuracy
Partner win rate
New partners recruited and activated
Partner CRM data accuracy & hygiene
Partner engagement & enablement metrics
ARR growth via partners (renewals & expansions)

Here are some of the reasons why you will love Maltego:

Work closely with Product, Marketing, and Sales on meaningful go-to-market initiatives.
Contribute to clear, high-quality messaging for a global user base of investigators and analysts.
Gain experience in a fast-growing tech scale-up across the private and public sectors.
Join an inclusive and diverse team that values your ideas and supports your growth.
Access supported language courses for continued learning.
Receive mental health support via .nilo, including psychologists and digital tools.

At Maltego, we are committed to supporting diversity and inclusion in our organization. We are an equal opportunity employer. We welcome applications from all individuals regardless of race, religion, color, nationality, gender, sexual orientation, age, or disability.

Based in Munich, Germany (hybrid)
Some travel required (partner visits, events)

Ready to help drive the future of digital investigations? Apply now with your resume and a cover letter highlighting your experience in partner management.

Senior Partner Manager (m/w/d) · Maltego

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