Manager, Advisory & Services Partnerships

About the role

In this pivotal role, you will be at the forefront of Ramp's strategy to enhance its implementation and advisory services. As the company continues to grow, the establishment of a System Integrator (SI) and Advisory channel is essential to increase delivery capacity, tap into new customer segments, and deliver greater value to clients. Your contribution will be crucial in building this channel from its inception, ensuring that Ramp can effectively meet the needs of its expanding client base.

Key facts

What you'll do

• Identify and recruit new System Integrators, Advisory firms, and niche consulting organizations to broaden the partner referral network aimed at attracting new customers.
• Develop and implement criteria and an intake process for assigning implementation tasks to SI partners, ensuring that sales teams can efficiently align partners with relevant deals.
• Design co-branded marketing materials, playbooks, and promotional campaigns to support the go-to-market strategies in collaboration with partners.
• Convert insights gathered from the partner program into actionable contracts, tools, playbooks, and quality assurance frameworks to facilitate the scaling of the partner network.
• Create a comprehensive strategy to attract ideal partners, enhance the existing partner referral pipeline, and automate processes for a sustainable and scalable program.
• Collaborate with cross-functional teams to ensure alignment and communication across sales, customer success, finance, and external partners.
• Monitor and analyze performance metrics to assess the effectiveness of the partner program, making data-driven adjustments as necessary.
• Foster strong relationships with partners, ensuring their needs are met and that they are effectively integrated into Ramp's service offerings.
• Stay informed about industry trends and competitor activities to identify opportunities for growth and improvement within the partner ecosystem.
• Lead training sessions for internal teams and partners to ensure a thorough understanding of Ramp's offerings and the partner program.
• Act as a liaison between Ramp and its partners, addressing any issues that arise and ensuring a smooth operational flow.

Requirements

• A minimum of 6 years of experience in consulting, partnerships, channel operations, or professional services, with a demonstrated ability to build and manage programs effectively.
• Proven track record of scaling a partner delivery or channel program, with a solid understanding of the commercial, operational, and technical dimensions involved.
• Experience in designing new processes from the ground up, as well as the ability to critically assess and improve existing processes.
• A growth-oriented mindset, particularly focused on accelerating partner referral pipelines with middle-market and lower-market System Integrators.
• Strong analytical skills to create forecasts from limited data, test hypotheses, and translate models into actionable strategies.
• Excellent cross-functional communication abilities to ensure alignment among sales, customer success, finance, and external partners.
• A strong sense of ownership and a preference for structured environments, with the capability to thrive in ambiguity by actively seeking solutions.

Nice to have

• Experience in the technology or SaaS industry, particularly in roles focused on partnerships or channel development.
• Familiarity with project management tools and methodologies that support the development and execution of partner programs.
• Previous experience working in a fast-paced startup environment, demonstrating adaptability and resilience.

Skills & tools

• Proficiency in CRM software and partner management tools to track and manage relationships effectively.
• Strong presentation and negotiation skills, with the ability to influence stakeholders at all levels.
• Familiarity with data analysis tools and techniques to derive insights from performance metrics.

Practical notes

Ramp offers a comprehensive benefits package for its full-time employees based in the U.S., including complete medical, dental, and vision insurance coverage for employees (with partial coverage for dependents), a One Medical membership, and a 401(k) plan with employer matching. Additional benefits include up to $10,000 annually for Fertility Health Reimbursement Accounts, generous parental leave policies (up to 16 weeks for birthing and bonding, or 8 weeks for bonding only) at full pay, and pet insurance. In-office perks consist of complimentary lunch, snacks, and beverages. Relocation assistance to New York City or San Francisco is available if necessary. All full-time employees globally enjoy flexible paid time off, centralized ordering for home-office equipment, a health and wellness stipend, a budget for travel between offices, and a weekly coffee allowance.