Solution Partner Manager, Referral Full Time

Mission 

Own and scale the Referral track of the Restaurant365 Solution Partner Program. You will turn non‑reseller, non‑strategic Solution Partners into a consistent, measurable source of qualified opportunities and partner‑influenced ARR, while keeping field motions simple and predictable for Sales.

You are the front door for Solution Partner referrals: you recruit and activate partners onto the Referral track, make it easy for them to register and route deals, and ensure high signal, high‑win opportunities flow cleanly into our GTM engine.

What You’ll Do 

• Own and grow the Referral partner portfolio
• Serve as the primary point of contact for all Solution Partners on the Referral track (non‑strategic, non‑reseller).
• Build and maintain partner relationship maps across leadership, sales, and marketing stakeholders, working hand-in-hand with Sales as they identify potential referral partners in market, then helping vet, educate, and onboard those partners before jointly managing the relationship with the Sales team.
• Run a lightweight governance rhythm with key partners (check‑ins, QBRs, campaign reviews) focused on pipeline and revenue.
• Drive sourced pipeline and influenced ARR
• Design and execute simple, repeatable referral motions that partners can run with minimal friction.

Hit and exceed quarterly targets for: 

• Partner‑driven opportunities created (qualified opps with PRM registration and proper attribution).
• Partner‑influenced ARR (Closed‑Won ARR from Solution Partner referrals).
• Partner with AEs, SEs, and xDRs to ensure referred opportunities are pursued with urgency and clear rules of engagement.
• Make referral processes “frictionless” for partners and Sales
• Operationalize deal registration through PRM: clear entry criteria, fast feedback loops, and clean routing into SFDC.
• Monitor and improve attribution hygiene so partner impact is accurately reflected in dashboards and compensation.
• Work with RevOps and Partner Ops to troubleshoot edge cases (overlaps, duplicate referrals, attribution conflicts) and keep rules simple.

Recruit and activate new productive partners 

• Source and sign net‑new Referral Solution Partners that align with our ICP and can drive meaningful volume.
• Own a per quarter target of new partners that become productive (signed + at least one referred Closed‑Won opp).
• Align cross‑functionally around partner impact
• Collaborate with the Solution Partner Account Manager (Reseller/PAM) team to avoid channel conflict and keep motions clean:
• PAMs own Indirect/Resell; you own Referral within the Solution Partner program.
• Partner with Marketing on co‑branded campaigns and events that generate referral pipeline from your portfolio.
• Feed partner and pipeline insights back into the broader Partner Ecosystem strategy (segments that respond, win‑rate patterns, offer iteration).

How you’ll add value:
What Success Looks Like

• In your first 6-12 months, success means:
• You are consistently meeting or beating quarterly goals for:
•     Partner‑influenced ARR (Referral track).
•     Partner‑driven opportunity creation.
•     Productive new Referral partners per quarter.
• Referral partners describe R365 as easy to work with: clear process, fast feedback, and visible value.
• Sales leaders see the Referral track as a reliable, predictable source of pipeline, not a one‑off channel.
• Attribution around Referral partners is clean enough to use in Finance, RevOps, and compensation decisions without heroics.

What you’ll need to be successful in this role:
Who You Are

• Partnerships operator: 4–7+ years in sales, partnerships, channel, business development, or a similar GTM role; experience with referral or reseller programs is a plus.
• Pipeline‑oriented: You are comfortable owning hard revenue and opp creation targets, and you know how to work backwards from goals to programs.
• Systems fluent: Hands‑on experience with Salesforce and PRM or deal‑reg tools; you care about data quality and reporting.
• Field‑centric: You understand how AEs, SEs, and BDRs work and can translate partner motions into workflows that make sense for Sales.
• Builder mentality: You like standing up and scaling new motions, not just inheriting a fully baked partner ecosystem.
• Clear communicator: Strong written and verbal communication skills; comfortable presenting to both partner leadership and internal stakeholders.

Nice to Have 

• Experience selling into or partnering within restaurant, hospitality, or SMB SaaS.
• Background working with accounting firms, consultants, or service providers that align to R365’s Solution Partner profiles.
• Prior experience in a referral‑only or “lightweight” partner motion (vs. full resell).