Manager, Distribution Partnerships

About the role

Figma is on the lookout for an experienced leader to take charge of our distribution partnerships team in the Americas. This pivotal role combines strategic oversight with hands-on management, focusing on nurturing complex global alliances. The ideal candidate will drive revenue growth by fostering relationships with global system integrators and service partners while establishing a robust framework for our expanding partner program.

Key facts

What you'll do

• Guide and support a team of 2 to 3 Distribution Partner Managers, providing mentorship and conducting formal performance assessments, with the potential for team expansion in the future.
• Cultivate and maintain high-level relationships with global system integrators, prominent agencies, and consulting firms, emphasizing executive engagement and revenue influenced by partners.
• Develop comprehensive partner program playbooks, onboarding processes, and engagement strategies from inception.
• Identify and onboard new distribution partners to capitalize on significant business growth opportunities.
• Serve as the primary liaison for the partnerships function, engaging with VP-level stakeholders across Product, Sales, Marketing, and Go-To-Market Operations.
• Analyze market trends and partner performance metrics to inform strategic decisions and optimize partnership effectiveness.
• Collaborate with cross-functional teams to align partnership goals with overall business objectives, ensuring cohesive execution of strategies.
• Lead negotiations with potential partners to establish mutually beneficial agreements that drive revenue and enhance market presence.
• Monitor industry developments and competitor activities to identify new partnership opportunities and maintain a competitive edge.
• Foster a culture of collaboration and innovation within the team, encouraging creative solutions to partnership challenges.
• Prepare and present regular reports on partnership performance and strategic initiatives to senior leadership.
• Engage in continuous learning and professional development to stay abreast of industry trends and best practices in partnership management.

Requirements

• A minimum of 12 years of professional experience in business development, strategic alliances, or partnership management.
• At least 3 years of experience in direct people management, including overseeing performance cycles and coaching individual contributors in a high-growth SaaS environment.
• Proven track record of managing executive-level relationships with Tier-1 consulting firms or global system integrators.
• Demonstrated ability to create and implement partner programs and engagement frameworks from the ground up.
• Capacity to operate effectively as both a hands-on contributor and a team leader.
• Strong cross-functional influence skills, enabling the candidate to secure buy-in from senior leadership across various departments.

Nice to have

• Experience working with US public sector or Federal partner motions and procurement processes.
• Background in developing partner programs in Latin America, with proficiency in Spanish or Portuguese being a plus.
• Previous experience in a global professional services firm or system integrator.
• Familiarity with AI-driven product development workflows, UX/UI design principles, and collaborative software tools.

Skills & tools

• Expertise in strategic partnership development and management.
• Strong leadership capabilities, particularly in team performance management.
• Proficiency in Go-To-Market strategy formulation and program design.
• Excellent skills in managing executive stakeholders and fostering relationships across various levels of the organization.

Practical notes

• The compensation package includes equity, annual bonuses for non-sales roles or incentive compensation for sales roles, along with a comprehensive benefits package that covers health insurance, retirement contributions, and paid time off.
• Candidates are required to keep their cameras on during video interviews to facilitate engagement.
• New hires must attend in-person onboarding sessions to integrate into the company culture effectively.
• Reasonable accommodations are available for applicants with disabilities; interested candidates can reach out to accommodations-ext@figma.com for assistance.

About the company

Figma is a collaborative design platform used by teams to create, prototype, and ship products. Founded by Dylan Field and Evan Wallace in 2012, Figma pioneered browser-based design tools. Adobe attempted to acquire Figma for $20 billion in 2022 but the deal was terminated in December 2023 due to regulatory concerns.