Job Description
About Varnish Software Varnish Software is a Scandinavian-based tech company developing caching technology for some of the world's biggest players in the content delivery market. Our technology helps businesses worldwide improve website performance, deliver video streams, and scale their infrastructure. About the role As our Partner Account Manager , you'll play a key role in growing our reseller business in North America. You'll own the commercial relationship with our reseller partners - from identifying and onboarding new partners to enabling their success and helping them grow their business with Varnish. This is a highly collaborative role where you'll work closely with Sales, Marketing and Product while serving as the trusted advisor to your partner portfolio. Your mission is simple: empower partners to confidently sell, provision, bill, and support Varnish's SaaS solutions, and grow together. Key Responsibilities Identify, recruit, and negotiate agreements with strategic reseller partners across North America. Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools. Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions. Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets. Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship. Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success. Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives. Required Skills & Experience 5+ years of experience in SaaS partner management, channel sales, or business development. Proven exp
