IFS Ultimo is strengthening its commercial operating model as part of its next growth phase. Under the COO, we are building a structured Business Operations framework spanning forecasting discipline, pricing governance, partner ecosystem expansion, and GTM execution to support scalable, predictable SaaS growth. These roles sit at the core of that build-out and directly influence how the revenue engine scales globally.
Job Description
As part of the IFS Ultimo team, the Partner Manager will lead the strategy, growth, and operational governance of our Reseller Channel and Technology Partner ecosystem within a high-growth SaaS business.
You will be responsible for managing the Reseller Channel & Technology Partners, holding the relationship, driving partner-generated pipeline and ACV growth, ensuring disciplined opportunity management, and building a scalable partner model that supports our global expansion.
The role combines channel GTM strategy, partner relationship management, and commercial governance. You will act as the primary liaison between IFS Ultimo and our reseller and technology partners, ensuring alignment, performance tracking, and mutual success.
This is a hybrid role, working closely with Sales, Services/Delivery, Marketing, Product, Finance, Legal to integrate the partner motion into the broader GTM engine.
Key Responsibilities
Channel Strategy & GTM
Define and execute the Reseller Channel GTM strategy, including segmentation, recruitment priorities, territory planning, and targets.
Develop the Technology Partner strategy, identifying integration priorities and joint value propositions to accelerate SaaS growth.
Design and evolve the Partner Program structure, including categories, commissions, certification, onboarding, and enablement frameworks.
Establish clear Rules of Engagement to protect pipeline, avoid channel conflict, and ensure alignment with direct sales teams.
Partner Relationship Management
Act as the primary liaison for Resellers and Technology Partners, maintaining executive and operational relationships.
Conduct regular performance reviews with partners, tracking KPIs and growth plans.
Drive joint business planning with key partners, including annual and quarterly objectives.
Gather structured partner feedback to improve processes, enablement, and collaboration.
Channel Revenue & Pipeline Accountability
Drive partner-sourced and partner-influenced pipeline growth, with clear ACV contribution targets.
Monitor partner pipeline build, progression, and close rates, ensuring forecast accuracy and deal hygiene.
Support and challenge partners on opportunity qualification, account strategy, and closing execution.
Oversee commission structures, incentive programs, MDF usage, and financial governance in coordination with Finance.
Participate in strategic account and deal reviews where partners are involved.
Program & Operational Governance
Own partner contracting processes in collaboration with Legal and Finance.
Maintain and continuously improve the Partner Portal and enablement materials in collaboration with Marketing and Sales Enablement.
Develop clear documentation, policies, and process guidelines to support scalable global execution.
Track, measure, and report on partner program effectiveness and ROI to senior leadership.
What You’ll Gain
Ownership of a high-impact revenue channel within a scaling, high-growth SaaS company.
Direct influence on partner-driven ACV growth and global expansion.
Exposure to executive-level decision-making and GTM strategy.
The opportunity to build and scale a modern SaaS partner ecosystem with clear commercial accountability.
A dynamic environment focused on disciplined growth and measurable results.
Key Competencies
Strong commercial mindset with proven ability to drive revenue through channel ecosystems.
Deep understanding of SaaS Partner & Channel GTM motions and indirect sales models.
Structured operator who can balance growth acceleration with governance discipline.
Strong stakeholder manager, able to influence both internal sales teams and external partners.
Data-driven and performance-focused.
Self-managing and comfortable operating across multiple regions and stakeholders.
Qualifications
Essential:
5+ years of experience in Channel /Partner Management, or Ecosystem Development within enterprise software or SaaS.
Experience building or scaling reseller or technology partner networks.
Strong understanding of enterprise software sales cycles.
Excellent written and spoken English.
Desirable:
Experience in Enterprise Asset Management or related enterprise domains.
Experience working with global channel ecosystems
Familiarity with CRM systems (e.g. HubSpot) and pipeline reporting tools.
Additional Information
Top Skills
IFS Spelthorne, England Office
Spelthorne, United Kingdom
