The Head of Partner Enablement and Operations is a strategic leadership role responsible for building and scaling a high-performance partner ecosystem. You will lead end-to-end partner enablement, operations, performance governance, joint go-to-market execution, and solution co-creation efforts with Skan’s global network of partners—including Global System Integrators (GSIs), regional consulting firms, and boutique service providers.
This role combines program design, execution leadership, and cross-functional collaboration to ensure Skan’s partners are trained, certified, engaged, and contributing to scalable revenue growth. You will also drive the evolution of governance frameworks, operational excellence, and data-driven performance tracking.
The ideal candidate will build scalable training and certification programs, drive partner-led engagements (including white-labeled staffing services), and optimize joint go-to-market (GTM) strategies. This role requires a deep understanding of technology partnerships, partner operations, and strategic alliances within a high-growth SaaS environment.
Key Success Metrics
- Partner Readiness & Certification: Number of partners onboarded, trained, and certified on the Skan platform.
- Partner Engagements & Deployments: Number of Skan-led projects supported by certified partner resources and number of fully partner-led implementations.
- Joint Solutions & Innovation: Number of solutions co-developed, launched, and positioned in market with partners.
- Operational Maturity: Growth in alliance maturity measured by data integrity, SLA adherence, governance model execution, and KPI coverage.
- Revenue & Influence: Volume of partner-sourced opportunities, pipeline contribution, and partner-led deal acceleration.
- Partner Ecosystem Health: Quality and productivity of partner engagements, utilization of enablement tools, and speed of scaling across regions.
Key Responsibilities
1. Partner Enablement & Training
- Design and deliver scalable onboarding journeys for different partner types (GSIs, regional SIs, Consulting and advisory partners).
- Manage training programs, certifications, and learning paths via Skan University and in collaboration with enablement team
- Maintain a dynamic partner knowledge center to share product updates, GTM assets, and best practices.
2. Partner Operations & Governance
- Lead day-to-day partner operations, ensuring smooth workflows across contracting, staffing, billing, and compliance.
- Implement and evolve governance frameworks that monitor partner performance, adherence to joint plans, and contractual obligations.
- Manage partner agreements and renewals, ensuring alignment to business goals and joint commitments.
- Own and continuously improve partner dashboards, analytics, and reporting on engagement health and impact.
3. Joint Solution Development & GTM Execution ( In Partnership with global alliance leader)
- Partner with product, marketing, and customer success teams to identify, codevelop, and launch packaged solutions.
- Support the global alliances leader in joint account planning and market development initiatives with top-tier partners.
- Coordinate co-marketing, co-selling, and sales enablement programs that amplify partner-driven value propositions.
4. Partner-Led Services & Growth Strategy (In partnership with Customer Success)
- Empower partners to lead customer delivery engagements, including whitelabeled staffing and implementation services.
- Create frameworks and tools to track partner-led project outcomes and CSAT metrics.
- Collaborate with revenue teams to monitor the partner-led opportunity pipeline and maximize influence in deal cycles.
- Align with cross-functional teams (Sales, Customer Success, Product, and Marketing) to ensure a unified partner engagement model.
5. Partner Resource Performance & Engagement Health
- Oversee the performance and productivity of deployed partner resources across Skan and partner-led engagements.
- Monitor the health of partner-led implementations, ensuring quality, timeline adherence, and client satisfaction.
- Accelerate partner capacity and capability growth to meet evolving client demands and Skan’s global expansion strategy.
6. Commercial Management & Contractual Alignment
- Define and manage commercial frameworks, including partner rate card models, markup structures, and profitability guidelines.
- Lead contract negotiations and renewals with partners, ensuring clarity, scalability, and win-win terms.
- Collaborate closely with Sales and Customer Success teams to ensure accurate partner billing and alignment with client contracts.
Qualifications & Experience
• Education:
- Bachelor’s in technology, Business Administration, Marketing, or a related field.
- MBA highly preferred.
• Experience:
- 5+ years of experience in partner management, channel operations, or strategic alliances within a technology or SaaS company.
- Proven expertise in building training and certification programs for external business entities.
- Strong track record of managing partner-led engagements and white-labeled services.
- Experience in co-developing technology solutions with partners and managing joint GTM strategies.
• Skills & Competencies:
- Strong leadership and stakeholder management skills across internal and external audiences.
- Deep understanding of enterprise software, AI-powered platforms, and SaaS business models.
- Analytical and data-driven decision-making; experience building dashboards and tracking KPIs.
- Global mindset with the ability to work across time zones, cultures, and partner maturity levels.