The Ecosystem Team The Ecosystem team at Make is responsible for expanding our market reach through a strategic partner ecosystem, including System Integrators (SIs), Distributors, and Technology Partners. By building and nurturing high-value partnerships, the team accelerates revenue growth and adoption of Make's AI-powered automation platform among enterprise customers. Core Mission As a Solutions Partner Manager, you will play a key role in identifying, acquiring, and developing high-value partnerships with System Integrators, IT consulting firms, and distributors. Your mission is to enable partners to drive revenue, expand Make's market presence, and ensure successful customer adoption through partner-led services and solutions. Roles & Responsibilities Partner Acquisition & Onboarding: Identify, attract, and recruit strategic System Integrators (SIs), Distributors, and IT consulting companies aligned with Make's go-to-market strategy. Enable & Develop Partners: Drive training, skilling, and certification programs to ensure partners are equipped to successfully sell and implement Make solutions. Co-Selling & Revenue Growth: Collaborate with partners and internal sales teams to drive joint business opportunities and maximize partner-sourced revenue. Manage Partner Incentives: Execute Marketing Development Funds (MDF) to support deal acceleration and demand generation. Go-to-Market (GTM) Execution: Lead targeted outreach campaigns, webinars, and co-marketing activities to strengthen partner engagement. Performance Tracking & Optimization: Define key success metrics, track partner performance, and continuously refine engagement strategies. Cross-Functional Collaboration: Work closely with Sales, Marketing, and Product teams to align partner initiatives with company growth objectives. Requirements Bachelor's degree in business or IT related fields (Master's degree is a plus) 5+ years of experience in partner management, channel development, sales, business development, consulting, or similar customer-facing roles within a B2B SaaS company. Proven ability to recruit, onboard, and scale partnerships with system integrators, distributors, or consulting companies and drive partner-sourced revenue. Strong understanding of go-to-market strategies, co-selling dynamics, and partner enablement strategies (experience within iPaaS, Automation, or similar tech categories is a plus). Excellent communication, negotiation, presentation, and relationship-building skills with the ability to influence and collaborate across teams. Ability to adapt to evolving market dynamics, partner requirements, and organizational priorities while staying focused on delivering value and achieving strategic goals. Self-starter with a data-driven and results-oriented approach, capable of managing multiple initiatives in a fast-paced environment. What We Offer Competitive compensation and benefits packages, including performance-based incentives, equity (restricted stock units from one of the fastest-growing tech companies), health, dental, vision insurance, and more A dynamic, high-growth environment with the flexibility to innovate and make an impact Opportunity to define and execute Make's ecosystem strategy from the ground up Collaboration with a world-class team at the intersection of automation, AI, and no-code innovation #LI-DP2