Partner Manager

About Gusto

At Gusto were on a mission to grow the small business economy. We handle the hard stufflike payroll health insurance 401(k)s and HRso owners can focus on their craft and customers. With teams in Denver San Francisco and New York were proud to support more than 400000 small businesses across the country and were building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

About the Role:

As a Partner Manager at Gusto you will be responsible for driving the strategy and growth of a portfolio of GustoPros largest and most strategic accounting firm this role you will be responsible for maintaining and expanding current revenue and usage within these firms as well as identifying pitching and facilitating growth opportunities. You should be comfortable building deep relationships at all levels of a partner organization from staff accountants to managing partners and adept at managing complex partner relationships and product configurations. You will also work cross-functionally with senior members of Gustos team to strengthen the partner relationship coordinate joint efforts and provide input as we evolve our GustoPro product roadmap and processes.

About the Team:

GustoPro is a game-changing cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll people operations and advisory services for their clients all within a single integrated platform. GustoPro boasts powerful features like client dashboards automated workflows robust reporting and seamless integrations with other accounting software enabling firms to elevate their client service and skyrocket their practice growth. Learn more about GustoPro

Heres what youll do day-to-day:

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned accounting firms.
• Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio to identify opportunities for growth including aligning the GustoPro Partner Program with the partners strategic growth objectives.
• Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners.
• Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles.
• Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption.
• Lead frequent discussions (weekly status calls upsell calls QBRs) with partners to ensure they are leveraging the GustoPro platform to achieve successful business outcomes for their clients and their firm.
• Drive awareness and usage of new or updated GustoPro features and integrations to the partners in your book showcasing how these advancements can benefit their clients.
• Own end-to-end execution of contract renewals and upsells negotiating mutually beneficial terms and ensuring seamless transitions.
• Collaborate with product design and engineering teams to provide informed recommendations for GustoPros product roadmap based on partner feedback and market trends to enhance the partner and client experience.
• Navigate and update internal and external stakeholders inclusive of C-suite executives at Gusto partners and cross-functional teams.
• Communicate and report to leadership on sales activity pipeline progress and market trends.
• Travel to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences.

Heres what were looking for:

• 5 years of experience as a Partner Manager Channel Manager or other Sales-related function.
• A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts.
• Deep understanding of the accounting firm landscape including their business models challenges and technology needs.
• Strong ability to articulate contractual technical and financial value points to partners internal senior leaders and executive leaders.
• A strong drive to succeed and comfortable pushing the pace of action with partners and internal teams.
• Strong analytical and problem-solving abilities youre a strategic thinker.
• Work collaboratively but autonomously: asking for what you need but not expecting micromanagement.
• Experience with CRM and Sales Software (e.g. Salesforce ZoomInfo Tableau).

Our target on-target earnings (OTE) compensation for this role is $125000/yr to $150000/yr in Denver & most remote locations and $155000/yr to $182000/yr for San Francisco Seattle & New York. This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver San Francisco and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles Gustos subsidiary whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office a secure reliable and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds not just because its the right thing to do but because it makes our company stronger. If you share our values and our enthusiasm for small businesses you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race color religion national origin age sex (including pregnancy childbirth or related medical conditions) marital status ancestry physical or mental disability genetic information veteran status gender identity or expression sexual orientation or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories consistent with applicable federal state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey please fill out this form and a member of our team will get in touch with you.

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