Partnerships Manager
Reports To: VP Sales, North America
Location: North America (remote/hybrid)
Type: Full-time, permanent
About Wingify
Founded in 2009, Wingify was built with a simple mission: to make experimentation and experience optimization accessible to everyone. What began in a New Delhi apartment has grown into a global SaaS platform enabling organizations to improve digital experiences through data-driven experimentation and insight.
Today, Wingify serves thousands of customers—from fast-growing startups to Fortune 500 companies like the World Economic Forum, Genpact, Forbes, and LEGO—and is supported by a global team of 450+ employees, with ANZ emerging as a key growth region.
Following Wingify’s merger with AB Tasty, the combined organization now forms a larger digital experience optimization platform with $100M+ in annual recurring revenue, 4,000+ customers worldwide, and nearly 800 employees across 11 global offices. Led by Sparsh Gupta as CEO and backed by Everstone, the group is focused on delivering best-in-class experimentation, personalization, and AI-led optimization solutions at global scale.
About the Role
Wingify is expanding its North America Partnerships team. This role starts by working alongside our Director, Partnerships to grow and support the existing strategic partner ecosystem, then takes on full ownership of that book while she is on maternity leave, and continues as a permanent second seat on the team when she returns. It's built as a lasting addition to the partnerships function, not a leave-coverage placeholder — early exposure to the full partner book is intentional so the transition in and out of full ownership is seamless.
Role Summary
Own and grow Wingify's strategic partner ecosystem in North America, driving partner-sourced pipeline, revenue, and retention through structured co-sell, joint GTM, and enablement programs with key technology, agency, and reseller partners.
Key Responsibilities
- Partner Relationship Management — Serve as a primary point of contact for strategic NA partners; manage relationship health, escalations, and day-to-day partner engagement.
- Revenue & Retention Accountability — Track and report partner-sourced ARR, renewal/retention performance, and at-risk accounts; own a dedicated Partner KPI dashboard distinct from regional sales reporting.
- GTM & Co-Sell Strategy — Develop and execute joint go-to-market plans with partners — align on target verticals/tiers/buyers, competitive account lists, and a structured co-sell motion.
- Joint Marketing & Content — Build and drive joint marketing plans (webinars, events, co-branded content, customer success stories) in partnership with Marketing.
- Partner Enablement — Support KAM/CSM teams executing renewals with enablement materials, playbooks, and defined support SLAs (rather than open-ended firefighting).
- New Partner Development — Identify, qualify, and onboard new partnership opportunities (referral, reseller, technology integrations); manage partner agreements, NDAs, and partnership contracts.
- Cross-Functional Alignment — Partner with Sales, Marketing, Product, and Operations leadership to represent partnership performance and priorities in NA revenue leadership forums.
- Reporting & Forecasting — Provide regular updates on partner pipeline, forecast contribution, and program health to sales leadership.
Key Metrics
- Partner-sourced ARR / new business pipeline
- Partner-influenced ARR
- Joint pipeline generated through co-sell/marketing activities
- Partner program adoption and satisfaction
What Success Looks Like
- First 90 days: Fully ramped on the existing strategic partner book (relationships, contract terms, active co-sell motions); actively supporting the Director, Partnerships on at least one live initiative (e.g., a joint GTM plan or renegotiation).
- Ahead of leave transition: Able to run point independently on all top-tier partner relationships and escalations with no drop in cadence.
- Ongoing (as a permanent second seat): Owns a defined subset of the partner portfolio outright, freeing the Director, Partnerships to focus on net-new strategic partnerships and program-level strategy as the team scales.
Skills & Experience
- 5+ years managing strategic technology, agency, or reseller partnerships, ideally in CMS, commerce, or MarTech ecosystems
- Track record owning partner-sourced revenue targets and reporting against them
- Strong cross-functional collaboration and executive-level communication skills
- Comfortable owning a KPI/reporting cadence and driving accountability across functions without direct authority
- Experience building joint GTM and marketing plans with external partners
- Contract/agreement fluency (NDAs, partnership terms, OEM/resell structures) — ability to work alongside deal desk/legal on renegotiations
- Comfortable stepping into shared ownership of an existing book early, then scaling into full ownership of a portfolio
Nice to Have
- Experience in a team-expansion or "grow into" role where scope increased over the first year
- Existing relationships in the digital experience/optimization or MarTech partner ecosystem