[Remote] Partner Account Manager at Restaurant365

Remote

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Restaurant Technology, HospitalityIndustries

Requirements

4–8+ years in SaaS channel/alliances or partner sales
Proven experience building pipeline with referral/reseller partners, running joint plans, and enforcing ROE
Cross-functional operator with Sales, Services, Marketing, RevOps, Finance, and Legal
Clear communicator, proactive relationship manager, strong follow-through

Responsibilities

Actively manage a defined partner book: build call cadences, surface whitespace opportunities, identify partner influence in in-flight deals, and proactively escalate risks or conflicts
Source, evaluate, and sign new referral and reseller partners in collaboration with Sales; own agreements and onboarding initiation (legal, portal, PRM access)
Drive joint GTM plans for top partners with Sales and Marketing; define pipeline targets, campaigns, and quarterly milestones
Generate partner-sourced and influenced pipeline; run weekly deal reviews with AEs; maintain a trusted forecast for Sales leader and Head of Solution Partners
Enforce referral tiers and entitlements; ensure deals are registered correctly, attribution is clean, and coach partners to higher conversion and win-assist
Enable resellers on margin schedules, entitlements, and ROE; coordinate with Sales on commercials and Services on handoff quality
Run QBRs with top partners; maintain joint business plans tracking progress to tier advancement, revenue contribution, and certification status
Serve as point of contact for commercial or program issues (e.g., contract, attribution disputes, tier status); engage PSMs for enablement or delivery-related escalations
With Partner Marketing and Enablement, deliver partner-facing sessions, campaigns, and field activation (district meetings, roadshows, webinars)
Maintain high PRM/SFDC data quality; ensure attribution, pipeline, and payout inputs are accurate and auditable
Partner cross-functionally with Sales on weekly partner pipeline reviews, ROE enforcement, account mapping, co-sell coordination; with PSMs on certification, enablement, delivery escalations, success planning; with Marketing & Enablement on joint GTM campaigns, field events, talk tracks, collateral; with Ops/RevOps/Finance/Legal on attribution, payouts, compliant contracts
Travel ~20%; other duties as assigned

Skills

Key technologies and capabilities for this role

SaaSPartner ManagementAccount ManagementPipeline GenerationGo-to-MarketSales CollaborationContract NegotiationOnboardingForecastingCRMRevenue Operations

Questions & Answers

Common questions about this position

What is the work arrangement or location policy for this role?

This information is not specified in the job description.

What salary or compensation is offered for the Partner Account Manager position?

This information is not specified in the job description.

What key skills are needed for this Partner Account Manager role?

Key skills include proactive partner management, relationship building, pipeline generation, cross-functional collaboration with Sales, Marketing, and Ops, and expertise in partner recruitment, GTM planning, forecasting, and escalation management.

What is Restaurant365's company culture like?

Restaurant365’s culture is focused on empowering team members to produce top-notch results while elevating their skills, with a commitment to constantly evolving and improving to be 'Best in Class.'

What makes a strong candidate for the Partner Account Manager role?

A strong candidate excels at owning partner relationships, generating pipeline, enforcing program rules, collaborating cross-functionally, and driving joint GTM plans, QBRs, and performance management without taking on AE or PSM duties.

Restaurant365

Comprehensive restaurant management software platform

About Restaurant365

Restaurant365 offers a software platform that helps manage various aspects of restaurant operations, including accounting, inventory, labor tracking, and scheduling. The subscription-based service connects to point of sale (POS) systems to gather sales and labor data, which aids in creating accurate financial records and optimizing performance. It provides real-time tracking tools for performance insights and simplifies administrative tasks, allowing managers to focus on guest experiences. With a strong partner ecosystem of over 400 vendors, Restaurant365 supports restaurants in improving their operations and efficiency.

Irvine, CaliforniaHeadquarters

2011Year Founded

$425.6MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

1,001-5,000Employees

Benefits

Health Insurance

401(k) Retirement Plan

401(k) Company Match

Unlimited Paid Time Off

Wellness Program

Risks

Integration challenges with new acquisitions like ExpandShare may cause inefficiencies.

Rapid expansion could strain resources and affect service quality.

Dependence on third-party integrations poses risks if partnerships change.

Differentiation

Restaurant365 offers a comprehensive, cloud-based restaurant management platform.

The platform integrates accounting, inventory, labor, and scheduling into one solution.

Restaurant365's strong partner ecosystem enhances its service offerings.

Upsides

Recent $175M funding supports product innovation and acquisitions.

Integration with AI-driven analytics enhances data insights and operational efficiency.

Growing demand for sustainability tracking presents new feature opportunities.

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