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Tucows Logo Tucows · IT - Software Development

Director, Partner Management

173500.00 - 192800.00 USD / Year · Job Posted January 20, 2026
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Job Description

The Director of Partner Management is responsible for building, onboarding, and enabling a global ecosystem of System Integrator (SI) partners to successfully implement and deliver the company’s SaaS telecom products. This role ensures partners are certified, operationally ready, and consistently successful in delivering high-quality implementations that drive customer adoption, satisfaction, and long-term retention. The Director serves as the primary bridge between partners and internal teams including Product, Professional Services, Sales, and Customer Success.

Job Responsibility

  • Define and execute the System Integrator partner strategy aligned with company growth and go-to-market objectives
  • Identify, recruit, and onboard SI partners with strong telecom domain expertise
  • Segment partners by capability, region, and strategic importance
  • Define partner tiers, certification levels, and engagement models
  • Design and own a structured onboarding program to ensure partners are delivery-ready
  • Develop and maintain partner enablement materials, playbooks, and implementation frameworks
  • Establish certification programs for consultants, architects, and project managers
  • Ensure partners understand product capabilities, delivery methodology, and customer expectations
  • Serve as the primary point of contact for partners during active customer implementations
  • Provide guidance, escalation support, and best practices to ensure successful delivery outcomes
  • Define delivery governance models, quality standards, and KPIs for partner-led projects
  • Partner with Professional Services to ensure consistent delivery standards between internal and partner teams
  • Work closely with Product and Engineering to relay partner feedback and influence roadmap priorities
  • Partner with Sales on deal qualification, partner selection, and delivery planning
  • Collaborate with Customer Success to ensure smooth post-implementation handoffs and long-term customer health
  • Align with Legal and Finance on partner agreements, pricing models, and compliance
  • Track partner performance, certification status, utilization, and customer outcomes
  • Identify underperforming partners and implement remediation plans
  • Recognize and scale high-performing partners
  • Continuously refine onboarding, enablement, and delivery processes to improve partner effectiveness and scalability

Requirements

  • 8–12+ years of experience in Partner Management, Professional Services, or Consulting within a SaaS or telecom software environment
  • Proven experience onboarding and enabling System Integrators
  • Strong understanding of SaaS telecom platforms (e.g., OSS/BSS, billing, provisioning, CPaaS)
  • Experience supporting partner-led implementations in complex enterprise or carrier environments
  • Strong program management and stakeholder coordination skills
  • Ability to operate as a trusted advisor to partners and internal teams

Nice to have

  • Experience working in a SaaS telecom or adjacent industry
  • Background in Professional Services, systems integration, or solution delivery
  • Experience building certification or enablement programs from scratch
  • Familiarity with global partner ecosystems and multi-region delivery models
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