Reseller Partner Development Manager

at Fivetran

AMER, Denver, United States

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

Fivetran is expanding its presence across the United States, and we need an experienced resell partner development manager to accelerate our growth in this critical market. As the US Reseller Partner Development Manager, you will play a critical role in building and scaling our partner ecosystem throughout the region. You will manage relationships with existing resell/VAR partners while identifying and onboarding new strategic partners—focusing on enablement, revenue growth, and establishing Fivetran as the leading solution for modern data integration across the US market.

Fivetran is seeking a highly motivated and experienced Reseller Partner Development Manager to drive the growth of our reseller partner ecosystem in the United States. The ideal candidate will have a proven track record in managing and expanding resell/VAR partnerships, with a strong focus on partner enablement, revenue generation, and strategic relationship management.

We're looking for an experienced partner development professional for our global channel resell organization to drive ecosystem growth, revenue expansion, and strategic partnership development across the United States reseller market.

The work is diverse ranging from recruiting and onboarding new resell partners to enabling existing partners with technical and sales training, to negotiating complex partnership agreements and co-developing go-to-market strategies. You'll be responsible for building a thriving partner ecosystem that drives significant revenue impact, by managing partner relationships, collaborating with internal sales teams on co-sell opportunities, tracking partner performance metrics, and developing joint business plans that align partner capabilities with Fivetran's growth objectives.

This is a full-time, hybrid position based out of our Oakland, CA or Denver, CO offices.

Technologies You’ll Use

Salesforce, Looker, Gong, Outreach, Crossbeam

What You’ll Do

Develop and nurture relationships with key resell partners, focusing on shared goals and revenue targets
Serve as the primary point of contact, ensuring alignment on joint go-to-market strategies
Achieve or exceed assigned revenue targets through resell partner channels
Proactively identify opportunities to deepen engagement and collaboration with existing partners
Work with partners to create joint business plans that include sales goals, enablement initiatives, and demand generation campaigns
Identify and recruit new resell partners that align with Fivetran's target markets and growth objectives across the United States
Partner with internal teams (Sales, Marketing, Customer Success) to drive joint resell opportunities. Collaborate with Partner Enablement and Partner Marketing to guide resell partners through the entire journey—from onboarding to selling
Deliver and facilitate enablement sessions to educate partners on Fivetran's value proposition, use cases, and operational quote-to-cash processes
Equip partners with the tools and resources needed to successfully position and sell Fivetran solutions
Conduct regular partner trainings, QBRs, and workshops to ensure engagement and knowledge retention
Track partner performance and pipeline, providing insights and recommendations to optimize results
Represent partner capabilities to Fivetran sales teams to drive collaboration and co-sell opportunities

Skills We’re Looking For

Strong relationship-building capabilities to establish, maintain, and strengthen long-term partnerships with reseller partners across the US market
Excellent sales acumen and negotiation skills to effectively manage pricing, margins, and agreement terms with reseller partners, ensuring mutually beneficial outcomes that drive revenue growth
Adaptability and entrepreneurial spirit to navigate opportunities within a competitive and mature market
Expertise in developing and executing channel strategies that align with company objectives. Ability to analyze market trends, identify growth opportunities, and craft go-to-market plans for reseller partners
Proficiency in creating and delivering training programs that empower resellers with product knowledge, sales tools, and resources needed for market success
Strong analytical skills to track reseller performance, identify improvement areas, and implement strategies to optimize channel effectiveness. Ability to generate reports and provide actionable insights to senior management

Bonus Skills

Experience with Cloud Data Platforms – Familiarity with cloud-based data integration, analytics, and platforms such as AWS, Google Cloud, Azure, Snowflake, Databricks, or BigQuery
Previous Experience in US Partner Ecosystems – An established network and understanding of major US resellers, distributors, and channel dynamics within the technology sector
Experience working with enterprise resellers and national VARs in the US market
Sales and Technical Acumen – The ability to effectively communicate technical concepts to both business and technical stakeholders, helping partners position and sell Fivetran solutions more effectively

This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

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The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Denver Pay Range

$120,503.77—$150,629.71 USD

OTE (On Target Earning)

$172,151.69—$215,189.61 USD

Perks and Benefits

100% employer-paid medical insurance*
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants*
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.