Partner Account Manager, Varnish Software
SaaS Reseller Partnerships, US
More information about location
Content delivery solutions
Be an early applicant
Content delivery solutions
21-100 employees
Be an early applicant
More information about location
21-100 employees
Company mission
To help customers create superior experiences by speeding up the delivery of their digital assets, while empowering them to innovate and lead in a competitive market.
Role
Who you are
- 5+ years of experience in SaaS partner management, channel sales, or business development
- Proven experience working with Value-Added Resellers (VARs), Managed Service Providers (MSPs), Professional Services organizations, hyperscaler marketplaces, or similar partner ecosystems
- An established network of potential partners within the U.S
- Strong relationship management skills with the ability to engage and influence stakeholders at executive level
- A commercial, data-driven mindset with experience managing forecasts, sales pipelines, and business performance
- Strong business acumen combined with the ability to understand technical concepts and communicate the value of SaaS solutions effectively
- Excellent communication skills in English, both written and spoken
- We're looking for someone who enjoys building lasting relationships and creating value through collaboration
- You're commercially driven and thrive in an environment where you can combine strategic thinking with hands-on execution
- You take ownership of your work, are proactive in identifying opportunities, and are motivated by helping partners succeed
- You communicate with confidence, adapt easily to different stakeholders and cultures, and build credibility through trust and expertise
- You're equally comfortable discussing commercial strategy with executives as you are collaborating with technical teams
- Most importantly, you're curious, solution-oriented, and excited about being part of a growing international technology company where your impact will be visible
What the job involves
- As our Partner Account Manager, you'll play a key role in growing our reseller business in North America. You'll own the commercial relationship with our reseller partners - from identifying and onboarding new partners to enabling their success and helping them grow their business with Varnish
- This is a highly collaborative role where you'll work closely with Sales, Marketing and Product while serving as the trusted advisor to your partner portfolio
- Your mission is simple: empower partners to confidently sell, provision, bill, and support Varnish's SaaS solutions, and grow together
- Identify, recruit, and negotiate agreements with strategic reseller partners across North America
- Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools
- Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions
- Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets
- Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship
- Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success
- Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives
Our take
Varnish Software is a free, open-source HTTP accelerator helping web companies deliver high speed services whilst avoiding downtime and poor performance. Whilst the company has been in the game for a while, it has seen a lucrative new avenue open up thanks to the ballooning growth of the video-on-demand market.
Streaming giants like Netflix are searching for ways to balance high content demand with lower energy consumption and costs. This problem is compounded when live streaming is thrown into the mix. Varnish Software, however, is making impressive strides in improving the throughput levels necessary to give streaming services an operational edge.
With video content now constituting a large fraction of internet traffic, this puts Varnish Software in a strong market position. Among its global customer base, it also offers products like protection against DDoS attacks, and web services for 5G. By offering a spread of products that are increasingly critical to the success of web content, its continued value and utility in the space looks like a sure thing.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Company benefits
- Commission and sales incentives
- Flexible time off with 25 days of vacation starting immediately
- Pension
- Private healthcare
Company HQ
Norrmalm, Stockholm, Stockholms län
Leadership
Lars Larsson
(Founder)Originally the MD of Benefit Systems, moving on to serve as a business area manager at Redpill, then COO of Redpill Linpro Group.
Fredrik Borg
(CEO)Previously Head of B2C for Sweden at IP-Only, Head of Mobile Networks at Telenor Sweden and was the Head of BUGS Fiber Network Services at Ericsson.
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