Partner Manager

About ICP

ICP is a global leader in Content Operations, partnering with some of the world's most recognizable brands. Our expertise spans content management, logistics, creative operations, production, and digital commerce enablement. With offices in Atlanta, London, Mexico City, Mumbai, and Shanghai, we operate on a global scale.

Who We Are

At ICP, our values define us: we are Curious, Focused, Creative, Trustworthy, and Inclusive.

We're A People First Company

We provide benefits that matter to our people, including hybrid working, generous paid time off, paid holidays, volunteer time off, Summer half-day Fridays, competitive medical, dental, and vision benefits, mental health support, and a robust savings plan.

Bring the Confidence

Are you a relationship-focused, driven professional with a growth mindset? Do you thrive on breaking through challenges and excelling in competitive environments?

Role Overview

The Partner Manager owns the commercial activation and day-to-day health of ICP's strategic technology partner ecosystem. The role turns strong technology relationships into repeatable go-to-market motions, qualified pipeline, and new enterprise opportunities. This is a commercial, field-facing role rather than a partner-administration role.

The Partner Manager sits within the Growth team and works across New Business and Client Growth. Sales retains ownership of the client opportunity and booking.

Key Responsibilities

• Own the 360-degree commercial relationship with an assigned portfolio of strategic technology partners.
• Establish joint annual and quarterly business plans with priority partners.
• Run structured governance cadences including pipeline calls, account-mapping sessions, and quarterly business reviews.
• Create partner-sourced and partner-influenced pipeline with partner field sales teams.
• Develop co-sell plays and partner playbooks.
• Partner with Marketing on joint demand-generation plans, webinars, campaigns, and events.
• Coordinate enablement, certifications, and delivery readiness with Solution Specialists, Marketing, TIS, and Delivery.
• Develop and onboard new partners with TIS.
• Build the Ponseta technology ecosystem, including integrations, marketplaces, and joint go-to-market plans.
• Maintain accurate partner records, forecasts, and partner health reporting in HubSpot.

Experience and Qualifications

Required

• Proven experience in alliances, partner management, channel sales, business development, or ecosystem roles.
• Demonstrable track record creating partner-sourced or partner-influenced pipeline.
• Experience running joint business planning, account mapping, co-sell motions, and partner QBRs.
• Experience coordinating partner marketing and linking activity to measurable pipeline outcomes.
• Strong CRM and forecasting discipline; HubSpot experience is advantageous.
• Ability and willingness to travel within the US and periodically internationally.

Preferred

• Existing relationships within the enterprise marketing technology ecosystem.
• Experience with technology partner programs, partner portals, deal registration, and marketing development funds.
• Experience developing technology or ISV partnerships involving APIs, integrations, and marketplaces.
• Bachelor's degree or equivalent professional experience.

Skills and Competencies

• Commercial ecosystem mindset.
• Relationship builder with credibility from partner executives to field sellers.
• Connector and orchestrator across Sales, Marketing, TIS, pre-sales, and Delivery.
• Strategic and operational, able to shape plans and drive weekly actions.
• Technology curiosity and executive communication.
• Data and pipeline discipline.
• Entrepreneurial ownership.

Scope Boundaries

• The Partner Manager owns the commercial partner relationship and activation; TIS owns technology strategy and technical partner assessment.
• The Partner Manager creates and influences pipeline but does not replace the Client Growth Director or New Business owner.
• The role should optimise for a focused portfolio of productive strategic relationships, not maximise the number of partners.