Partnerships Manager

The Partnerships Manager is responsible for identifying, structuring, and managing

strategic relationships that generate measurable and repeatable revenue.

This role exists to expand revenue beyond direct sales by:

• Creating institutional, corporate, and distribution partnerships

• Unlocking new customer segments and markets

• Building channels that consistently deliver pipeline and revenue

The Partnerships Manager is accountable for:

• Revenue generated through partnerships

• Quality and scalability of partnership channels

• Long-term value and performance of partner relationships

This is not a relationship management role for visibility or networking. It is a

commercial role focused on structured, monetised collaboration.

3. FUNCTIONAL SCOPE & REVENUE LINKAGE

a. Core Functional Scope

The Partnerships Manager is responsible for:

• Identifying and engaging potential strategic partners

• Structuring agreements that define clear commercial outcomes

• Activating partnerships into functioning revenue channels

• Managing partner performance and ensuring accountability

The role must ensure that every partnership:

• Has a defined commercial objective

• Produces measurable results

• Is actively managed and optimised

b. Revenue Linkage

This role contributes to revenue by:

• Creating new pipeline sources through partner networks

• Structuring deals that generate direct or indirect income

• Expanding reach into new markets without increasing internal sales cost

The Partnerships Manager is directly accountable for:

• Revenue generated via partnerships

• Pipeline value sourced through partners

• Conversion rates of partnership-generated opportunities

4. KEY RESPONSIBILITIES

4.1 Partner Identification & Targeting

The Partnerships Manager must continuously identify organisations, institutions, and

entities that can:

• Provide access to customers

• Enable distribution of products or services

• Facilitate large-scale transactions

This includes:

• Corporates

• Educational institutions

• Cooperatives and associations

• Financial institutions

• Retail and distribution partners

The role requires a structured approach to targeting high-value partners, not random

outreach.

4.2 Partnership Structuring & Commercial Design

The Partnerships Manager is responsible for converting discussions into formal,

revenue-generating agreements.

This includes:

• Defining clear commercial terms

• Establishing revenue-sharing or pricing structures

• Aligning expectations on performance and deliverables

• Ensuring agreements are practical, executable, and measurable

Each partnership must answer:

How does this generate revenue, and how much?

4.3 Partnership Activation & Execution

Once a partnership is agreed, the Partnerships Manager must ensure that it becomes

operational.

This includes:

• Coordinating internal teams for delivery

• Ensuring partner readiness

• Launching joint initiatives, campaigns, or programmes

• Tracking early-stage performance

A partnership is only considered successful when it produces active pipeline or

revenue.

4.4 Pipeline Generation via Partnerships

The Partnerships Manager must ensure that partnerships consistently generate:

• Qualified leads

• Opportunities for sales

• Direct transactions

This includes:

• Setting targets for each partner

• Monitoring lead flow and deal progression

• Ensuring that opportunities are handed over eSectively to sales teams

4.5 Partner Relationship Management & Performance Monitoring

The role requires ongoing management of active partnerships to ensure:

• Performance targets are met

• Issues are resolved quickly

• Relationships remain productive

This includes:

• Regular check-ins with partners

• Reviewing performance metrics

• Adjusting strategy where necessary

4.6 Expansion & Scaling of Partnerships

The Partnerships Manager must identify opportunities to:

• Expand existing partnerships

• Increase revenue contribution from active partners

• Replicate successful partnership models in new markets or sectors

4.7 Reporting & Commercial Visibility

The Partnerships Manager must maintain clear visibility into:

• Active partnerships

• Pipeline generated via partners

• Revenue contribution from each partner

All data must be recorded and tracked within the system.

5. PERFORMANCE FRAMEWORK

5.1 Weekly Performance Expectations (Execution Layer)

The Partnerships Manager must deliver:

• A defined number of targeted outreach engagements

• Scheduled meetings with potential or existing partners

• Progression of active partnership discussions

• Movement of partnership-generated opportunities into pipeline

Weekly output must include:

• Number of partner conversations initiated

• Number of partnership discussions progressed

• Pipeline value generated via partnerships

• Status of active agreements

5.2 Monthly Performance Expectations (Revenue Layer)

• Number of partnerships signed

• Revenue generated through partnerships

• Pipeline contribution from partners

• Conversion rate of partner-sourced opportunities

5.3 Quarterly Performance Expectations (Scaling Layer)

• Expansion of partnership network

• Increased revenue contribution from partnerships

• Development of repeatable partnership models

• Entry into new markets or segments through partnerships

6. KEY PERFORMANCE INDICATORS (KPIs)

• Revenue generated via partnerships

• Pipeline value sourced through partners

• Number of active and performing partnerships

• Conversion rate of partner-generated leads

• Average revenue per partnership

• Time from partnership initiation to revenue

7. 90-DAY EXECUTION PLAN

Phase 1: Days 1–30 (Assessment & Targeting)

• Identify priority sectors and partner types

• Build a structured list of target partners

• Initiate outreach and begin discussions

Outcome:

Active pipeline of potential partnerships

Phase 2: Days 31–60 (Structuring & Activation)

• Convert discussions into formal agreements

• Begin activating initial partnerships

• Coordinate internal execution

Outcome:

First partnerships signed and initial pipeline generated

Phase 3: Days 61–90 (Performance & Scaling)

• Ensure partnerships generate measurable results

• Optimise underperforming partnerships

• Expand successful models

Outcome:

Revenue contribution from partnerships established

8. REPORTING LINE & INTERNAL INTERFACES

Reports To:

Commercial Lead

Works Closely With:

• Sales Manager

• Sales Executives

• Account Manager

• Digital Marketing Manager

• CRM & Growth Operations Manager

Authority Level:

• Authority to initiate and manage partnership discussions

• Authority to structure commercial agreements (within defined limits)

• Responsibility for partnership performance

9. SUCCESS DEFINITION

After 3 Months:

• Active pipeline of partnership opportunities

• Initial agreements signed

After 6 Months:

• Partnerships generating consistent pipeline

• Measurable contribution to revenue

After 12 Months:

• Strong network of performing partnerships

• Partnerships contributing significantly to overall revenue

10. FAILURE CONDITIONS

This role will be considered unsuccessful if:

• Partnerships do not translate into measurable revenue

• Agreements are signed but not activated

• Pipeline from partnerships is weak or inconsistent

• Relationships are maintained without commercial outcomes

• No scalable partnership models are developed

11. REQUIRED QUALIFICATIONS & EXPERIENCE

• 4–8 years of experience in partnerships, business development, or commercial

roles

• Proven experience in structuring and managing partnerships

• Demonstrated ability to generate revenue through external relationships

12. REQUIRED SKILLS & COMPETENCIES

• Strong negotiation and deal-structuring ability

• Commercial thinking and revenue focus

• Relationship management with accountability

• Strategic thinking combined with execution discipline

• Ability to identify high-value opportunities

13. WORKING STYLE REQUIREMENTS

• Highly outcome-driven and commercially focused

• Comfortable working with measurable targets

• Proactive in identifying and pursuing opportunities

• Structured and disciplined in execution

• Focused on results rather than activity

• Additional rewards for high-value or strategic partnerships

15. APPLICATION & EVALUATION CRITERIA

Candidates will be evaluated based on:

• Demonstrated ability to build revenue-generating partnerships

• Experience negotiating and structuring deals

• Evidence of measurable outcomes from partnerships

• Ability to articulate how partnerships translate into revenue