Partner Manager

Sales & Partnerships · Full-time · North Sydney (3 days in office)

About ProSpend

ProSpend is a SaaS spend management platform helping mid-market companies control, automate, and gain visibility over their business spend. Our partner ecosystem — spanning ERP vendors, accounting platforms, and technology integrators — is a core growth channel, and we're expanding the team that builds it.

The Role

ProSpend has built a strong foundation of strategic ERP and referral partnerships. As we enter our next phase of growth, we're investing in expanding our partner ecosystem — and this newly created role is focused on identifying, recruiting, and activating new channel partners that can drive long-term pipeline and revenue growth across ANZ.

You'll work alongside our existing channel partner lead and own the front end of the partner lifecycle — from identifying and qualifying prospective partners through to onboarding, activation, and early relationship management. This is a partner acquisition role: success comes from proactively identifying, recruiting, and activating new partners, not managing an established portfolio of existing relationships.

You'll work closely with the Head of Sales & Partnerships and collaborate with the broader sales team to ensure partner-sourced pipeline is healthy and growing. This role suits someone who is energised by building from scratch, and confident engaging with ERP vendors and resellers at a senior level. Where this role differs from our existing Partner Manager: your focus is partner recruitment and activation. Once partnerships mature, ongoing strategic relationship management may transition to the broader partnerships team, depending on the partner type and opportunity.

Why This Role Matters

This is a chance to build rather than inherit. You'll shape a growing partner ecosystem from the front, with high levels of autonomy and ownership, direct exposure to senior leadership and strategic decision-making, and a genuine ability to influence how partnerships contribute to ProSpend's next stage of growth — in a product category with strong and growing demand across ANZ.

Success in Your First 12 Months

In your first 12 months, you will:

• Recruit and onboard a targeted number of new referral and reseller partners

• Launch joint go-to-market initiatives with newly onboarded partners

• Generate measurable partner-sourced pipeline contribution

• Establish trusted relationships with strategic partner stakeholders

What You'll DoPartner Recruitment

• Identify, prospect, and qualify new referral and reseller partners across the ANZ market

• Build and manage a pipeline of partner recruitment targets, with a focus on ERP ecosystems

• Evaluate prospective partners against commercial viability, strategic fit, and expected revenue potential

• Lead outreach, discovery, and commercial negotiations with prospective partners — including partnership frameworks, referral arrangements, and joint growth plans

• Own the end-to-end onboarding experience for new partners, ensuring they are set up for success from day one

Partner Activation & Early Relationship Management

• Serve as the primary relationship owner for newly recruited partners through the early stages of the partnership

• Develop and execute joint go-to-market initiatives, partner enablement programs, and co-selling motions that drive pipeline generation

• Track partner engagement and referral activity, identifying where to invest time and where to escalate or wind back

Collaboration & Reporting

• Work closely with the existing Partner Manager and Sales Director to share learnings and ensure consistency across the partner program

• Collaborate with presales and account executives to support partner-sourced opportunities through the sales cycle

• Maintain accurate records of partner activity and pipeline in HubSpot CRM

• Report on recruitment targets, pipeline contribution, and partner health metrics to the Head of Sales & Partnerships

What We're Looking For

• 2–6 years in a channel, partnerships, or business development role — ideally in B2B SaaS or partner driven environment

• Experience recruiting and onboarding channel partners, not just managing existing ones

• Familiarity with ERP or accounting software ecosystems is a strong advantage

• Confident building relationships with technical and commercial stakeholders at partner organisations

• Commercially minded — you understand what makes a partnership viable and how to structure mutual value

• Highly organised, out of the box thinker with a track record of managing multiple partner conversations in parallel

• Comfortable working in a CRM (HubSpot experience a plus) and reporting on pipeline and activity

• Self-directed and comfortable operating with ambiguity — this role has room to shape itself

What We Offer

• A competitive Salary in line with experience

• Variable component tied to partner-sourced pipeline and recruitment targets

• Flexible working — hybrid model with a combination of remote working and 3 days in office (North Sydney)

• A high-growth, category-defining product in the ANZ spend management space

• Direct access to senior leadership and meaningful influence over the partner program strategy

• A collaborative team that values straight talk and getting things done