[Remote] Strategic Partner Manager, Food Distributors at Restaurant365

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Not SpecifiedCompensation

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N/AJob Type

Not SpecifiedVisa

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Requirements

6-10+ years of experience in strategic partnerships/channel sales (F&B distributor, POS, or restaurant tech strongly preferred)
National account ownership experience
Strong relationship leadership and building multi-threaded relationships across corporate, divisional leadership, ROCs, and TMs
Ability to run a structured governance cadence (monthly working sessions, quarterly executive QBRs, annual planning)
Translate executive alignment into field execution (pair R365 sellers with USF counterparts, stand up joint account plans, and remove blockers fast)
Pipeline and field orchestration (build and execute market plays, operationalize lead routing, ensure attribution, and forecast partner-sourced pipeline)
Event and co-marketing management (own the annual events calendar, set goals, budgets, staffing, and post-mortems)
Enablement and training (launch and maintain a "Selling with US Foods" enablement path for R365 sellers)
Partner operations and analytics (build dashboards/scorecards, enforce process hygiene, drive automation, and track MDF usage)
Cross-functional leadership (work hand-in-glove with Sales, Marketing, Enablement, Product/SENG, Finance, Legal, and RevOps)
Strong communication and presentation skills
Ability to travel ~30%

Responsibilities

Own and scale the US Foods partnership to deliver sourced and influenced revenue
Deepen executive and field alignment between R365 sellers and US Foods teams
Run structured governance cadence (monthly working sessions, quarterly executive QBRs, annual planning)
Build and execute market plays (ICP targeting, scripts, outreach sequences, objection handling) aligned to food shows, ROC calendars, and local priorities
Operationalize lead routing (BDR first, AE partner-assist before UQ), ensure attribution, and forecast partner-sourced pipeline with RevOps
Inspect deals weekly and accelerate cycles by pulling the right USF stakeholders into mutual customer conversations
Own the annual events calendar (mini/local shows, regional shows, district trainings)
Set goals, budgets, staffing, and post-mortems for events and co-marketing
Drive co-branded campaigns (email, social, landing pages, one-pagers, case studies)
Manage approvals and ensure message/brand discipline
Capture case studies, ROI data, and references for enablement and training
Launch and maintain a "Selling with US Foods" enablement path for R365 sellers
Deliver live enablement to USF ROCs and TMs
Maintain talk tracks, objection handling, and field kits (territory briefs, event checklists, email/Slack templates, QBR templates)
Ensure sellers know how to leverage US Foods programs (e.g., CHECK Business Tools, reimbursement initiatives) to open doors
Partner ops and analytics (build dashboards/scorecards, enforce process hygiene, drive automation, and track MDF usage)
Enforce process hygiene in Salesforce/PRM
Drive automation with RevOps
Own QBR materials and executive readouts
Track MDF usage, legal/brand compliance, and partner feedback
Proactively surface risks and corrective actions

Skills

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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