Senior Partner Development Manager

About this role

The challenge
As Senior Partner Development Manager for Portugal, you will be responsible for strengthening Plenit's partner ecosystem and driving the long-term success of our key technology partners across the Portuguese market. Your mission will be to help partners grow their businesses through Plenit's cloud and infrastructure solutions by defining joint growth initiatives, strengthening partner capabilities, and creating sustainable business opportunities for both Plenit and its partners.
You will work closely with Managed Service Providers (MSPs), as well as IT integrators, VARs, distributors, consultancies, and other technology service providers. MSPs represent a strategic focus for this role, making previous experience developing and growing MSP relationships particularly valuable.
This is a senior, partner-centric role focused on maximizing the value and commercial performance of Plenit's existing partner ecosystem. You will lead long-term collaboration with key partners through joint business planning, enablement initiatives, and regular business reviews, while also identifying selected new partnership opportunities that support Plenit's growth strategy.
You will play a key role in shaping Plenit's commercial strategy in Portugal by leading Quarterly Business Reviews (QBRs), defining joint growth plans, identifying market opportunities, and providing commercial and competitive insights that strengthen our go-to-market approach.
As part of the Sales organization, you will report directly to the Head of Sales and work closely with Marketing, Pre-Sales, Partner Success, Product, and Engineering to deliver a consistent partner experience and contribute to Plenit's long-term growth strategy.

Requirements that are important for us
We are looking for a Senior Partner Development Manager who understands the Portuguese IT channel and has a proven ability to build strategic partnerships that generate sustainable business growth.
The ideal candidate combines strong commercial judgment with a consultative, partner-first mindset. They understand how technology partners grow their businesses and know how to create long-term value through collaboration, enablement, and structured growth initiatives.
While we value experience across the broader technology channel, candidates with a strong MSP background and experience developing mature partner ecosystems will be particularly successful in this role.

Relevant experience and expected outcomes

• 7+ years of experience in partner development, channel management, alliance management, strategic account management, or similar roles within cloud, hosting, SaaS, or IT environments.
• Proven experience developing long-term relationships with MSPs, ideally complemented by experience working with VARs, distributors, IT integrators, consultancies, or other technology partners.
• Strong understanding of the Portuguese IT channel, indirect sales models, and partner ecosystems.
• Experience defining and executing joint business plans, Quarterly Business Reviews (QBRs), and strategic growth initiatives with technology partners.
• Demonstrated ability to increase partner engagement, business contribution, commercial performance, and long-term partner success.
• Experience prioritizing partner portfolios and defining structured growth plans based on business potential.
• Solid understanding of cloud technologies and related solutions, including IaaS, virtualization, backup and disaster recovery, remote desktop services, cybersecurity, and managed services.
• Experience designing and delivering partner enablement initiatives.
• Ability to generate market intelligence, identify commercial trends, and translate partner feedback into strategic recommendations.
• Experience working in fast-growing technology environments where collaboration, autonomy, adaptability, and strategic thinking are essential.

• Own the strategic growth of a portfolio of technology partners across Portugal, maximizing their long-term contribution to Plenit.
• Define and execute joint business plans with strategic partners, monitoring progress through regular Quarterly Business Reviews (QBRs).
• Identify growth opportunities by understanding partners' business models, customer portfolios, and strategic objectives, increasing engagement, solution adoption, and commercial performance.
• Prioritize growth initiatives based on business potential, strategic objectives, and market opportunities.
• Lead partner enablement initiatives in collaboration with Marketing, Pre-Sales, and Partner Success, strengthening partners' commercial capabilities and supporting their long-term success.
• Provide market intelligence and partner insights to influence commercial priorities, strengthen collaboration, and support the evolution of Plenit's go-to-market strategy.
• Maintain structured partner plans and strong CRM discipline, ensuring visibility of strategic initiatives, business opportunities, and partner performance.
• Act as a trusted advisor for strategic partners, representing Plenit at executive meetings, industry events, and partner activities.

• CRM platforms for partner management, account planning, and business visibility.
• Business planning and partner management tools to support joint growth initiatives and Quarterly Business Reviews (QBRs).
• Analytics and reporting tools to monitor partner performance, engagement, and business growth.
• Sales enablement and collaboration tools for partner training, business reviews, presentations, and ongoing engagement.
• Standard productivity and collaboration platforms used across the organization.