Why This Job is Featured on The SaaS Jobs
Partner alliance roles sit at a key junction in B2B SaaS, where revenue is shaped as much by ecosystems as by direct sales. This Partner Alliance Manager position is notable for its emphasis on distributors, VARs, systems integrators, and technology partners across the Americas, a mix that typically signals a structured channel motion rather than ad hoc referrals. The domain focus on information governance, compliance, and eDiscovery readiness also places the work in a category where buyers rely heavily on trusted intermediaries and validated integrations.
For a SaaS career, the role builds durable operating skills in partner recruitment, onboarding, and enablement, along with the mechanics of joint go to market planning. The inclusion of quarterly business reviews, pipeline creation, and performance metrics points to experience that translates across many SaaS businesses that depend on partner sourced demand. It also strengthens cross functional fluency through coordination with sales teams and partner marketing programs.
This role is best suited to professionals who prefer relationship driven work grounded in measurable outcomes. It will fit someone comfortable balancing executive level communication with hands on enablement and CRM discipline, and who enjoys aligning multiple organizations around shared revenue goals.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Position Summary
Arctera is seeking a Channel Partner Manager to expand and strengthen relationships with distributors, value-added resellers, systems integrators, compliance consultants, and strategic technology partners across the Americas.
This individual will drive partner recruitment, enablement, pipeline creation, and revenue growth while helping customers improve their information governance, recordkeeping, compliance, and eDiscovery readiness posture.
Responsibilities
Manage and grow assigned channel partner relationships.
Recruit and onboard new partners aligned with Arctera's strategic objectives.
Develop joint go-to-market plans and business development initiatives.
Deliver partner training and enablement programs.
Conduct quarterly business reviews with strategic partners.
Collaborate with direct sales teams on territory planning and opportunity management.
Create partner-generated pipeline and influence partner-sourced revenue.
Coordinate marketing campaigns, webinars, and events with partner organizations.
Track partner performance metrics and growth initiatives.
Required Qualifications
5+ years channel sales, alliance management, or partner development experience.
Experience working with distributors and value-added resellers.
Proven success achieving channel revenue goals.
Strong relationship-building and executive communication skills.
Experience with CRM and partner relationship management systems.
Preferred Qualifications
Experience in:
Information governance
Archiving
eDiscovery
Compliance software
Cybersecurity
Data protection
Enterprise SaaS
Existing relationships with major compliance, security, storage, or infrastructure resellers.
Understanding of regulated industry buying motions.
Success Metrics
Partner-generated pipeline growth
Partner-sourced bookings
New partner recruitment
Partner certification completion
Joint marketing program performance
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.
NY generally ranges: $129,216-$193,824
CA generally ranges: $147,306-$220,959
All other locations fall under our General State range: $129,216-$193,824
Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
About Us:
Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.
