Partnership Development Manager

  • Infobip
  • Nairobi, Kenya
  • 17/11/2021
Full time


The main focus of this role is to contribute to the growth of the region by optimal development and management of partnership programs with the goal of increase revenue generated by existing Partners. 

The main objective for this role is to act as a liaison between Infobip and its Partners by building, maintaining and managing long-term relationships with current Partners in order to extend the reach of their relationship and collaboration with Infobip.  

Partner Account Manager will work with existing Partners to develop go-to-market strategies, establish and track business goals represented in number of new clients (revenue & gross profit) generated for Infobip through those partnerships. 

They are in close communication with the Global Strategic Partnerships team, Presales&PO, Products and Marketing teams to create a value proposition for our customers and partners while acting as a Project Lead internally at all times. 


  • Develops local relationship with Partners and facilitates other internal teams to do so when needed. 
  • Forecast business growth, track and analyze existing relationships with our Partners as well as identify further areas of opportunity for growth. 
  • Establishes productive, professional relationships with key personnel in assigned partner accounts. 
  • Meets assigned targets for growth in revenue/gross profit through existing Partnerships in their portfolio. 
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets and critical milestones associate with productive partner relationship 
  • Manages potential partner conflict with other Infobip sales channels by fostering excellent communication internally and externally, and through strict adherence to partner rules and engagement. 
  • Align cross-functional teams in order to ensure partners implementations are on track and successfully delivered 
  • Ensure Partner certification program is executed as per standards 
  • Organize and coordinate joint planning sessions and processes with the Partner 
  • Create and manage a recurring partner communication strategy, including quarterly business reviews and potential new opportunities and feature updates 
  • Ensures partner compliance with partner agreements 
  • Drives adoption of company programs among assigned Partners. 
  • Partner relationship management (in Sales force) – all data related to Partnerships is accurately inserted in CRM system 
  • Organizes Partnership related events and drives similar initiatives/activities related to improvement of Infobip’s relationship with the partners. 
  • Enables acquisition of new customers through management of Partnerships and collaboration with Infobip’s Sales representatives on all relevant markets where our Partner operates.  
  • Develops high value relationships at the Executive level with customers and partners  
  • Builds a structured approach to partner business development and also for relationship management 
  • Demonstrates market expertise and a deep understanding of customer’s organization to drive customer decisions toward company’s solutions and products
  • Assists in brand/market awareness and opportunity development by delivering subject matter expertise and thought leadership to the market via forums, conferences, panels and PR activities 
  • Ensures a seamless transition of customer responsibility to the CSMs following a successful implementation.  Provides inputs to the PO and Marketing teams about the vertical they are covering, organizes and defines use cases; scales the new processes and approach towards vertical to sales teams in the assigned region or on a global level.  


More about you:

  • 5 years working in channel for a technology company preferably in software, SaaS, cloud, collaboration
  • Experience with large VAR’s
  • Track record of channel sales success
  • Experience with executive level engagements and communication
  • Must be detail oriented, organized, ethical, responsible, & self-motivated
  • Salesforce CRM experience preferred

Additional Information

Why our employees choose us and stay? 

  • Awesome clients – We serve and partner with the majority of the leading mobile operators, OTTs, brands, banks, social networks, aggregators and many more. You can look forward to working with the likes of Viber, Zendesk, O2 and… Seriously, our clients are really cool. Work with the world’s leading companies and impact how they communicate with their users!
  • Opportunity knocks often. – Being a part of a growing company in a growing industry – we challenge you to grow! Whether it’s horizontal, vertical, or angular, we want to support the path that you want to carve.
  • Learn as you grow – Starting from an onboarding program, to internal education, education resources, e-learning to external education, we invest heavily in employee learning and development.
  • Pay & Perks – Competitive salary, a team taking care of all the equipment you need, team buildings and other organised activities, kitchen stocked with the usual suspects... Talk about a balanced lifestyle!

How to apply? 

Apply over SmartRecruiter platform with submitting your CV and short motivation letter on English and Arabic. Good luck!

We do not ask for any fees (refundable or non-refundable) at any stage of the job application and or recruitment process. We, therefore, appeal to job seekers not to respond to any such requests.