We are seeking a Lead Product Manager, GTM Systems & Partner Channel Programs. This is a high-impact role at the intersection of partner strategy, revenue operations, and enterprise systems. You will drive the end-to-end roadmap for partner portal infrastructure, Salesforce platform evolution, and CPQ/CLM/Billing transformation with direct accountability for partner adoption, channel pipeline, and commercial outcomes.
You will serve as the primary strategic bridge between Channel Sales, Partner Success, Finance, Legal, and Engineering translating complex stakeholder needs into scalable GTM systems that accelerate indirect revenue growth.
Responsibilities
Partner Channel Programs & PRM
Own the global partner portal strategy and implementation using Impartner PRM integrated with Salesforce - enabling partner onboarding, deal registration, MDF management, co-sell pipeline visibility, and enablement content delivery at scale
Architect and govern partner tier management workflows (Registered, Silver, Gold, Platinum) including automated tier qualification, benefits assignment, and renewal notifications
Build and optimize deal registration, channel conflict resolution, and lead distribution workflows to maximize partner deal velocity and channel-sourced revenue
Define and track partner KPIs including engagement metrics, pipeline contribution, ARR visibility, NRR impact, and portal adoption rates
Lead-to-Cash & GTM Systems (Salesforce)
Lead the Salesforce roadmap across Sales Cloud, Service Cloud, and CPQ acting as the primary product liaison across Sales, Customer Success, Finance, Legal, and Engineering
Own implementation and continuous improvement for complex pricing, product bundling, discount governance, and approval workflows
Manage subscription, usage-based, and milestone billing models, integrated with ERP systems (NetSuite, RevPro) for automated invoicing and revenue recognition
Spearhead AI-powered workflow automation across the GTM stack improving forecast accuracy, eliminating manual effort, and driving operational efficiency
Strategy, Delivery & Leadership
Work with product management, operations, and systems functions with full accountability for roadmap execution and KPIs
Author BRDs, user stories, data mapping specs, and acceptance criteria; facilitate UAT cycles, change management, and cutover planning for large-scale implementations
Required Experience
15+ years of progressive experience in GTM systems, revenue operations, or partner channel programs within high-growth B2B enterprise technology environments
Hands-on expertise with Impartner PRM (or equivalent partner relationship management platform) integrated with Salesforce for partner portal strategy and execution
Deep Salesforce expertise across Sales Cloud, Service Cloud and CPQ with a track record of complex, cross-cloud implementations
Expertise spanning CPQ, CLM, and Billing from architecture through implementation and ongoing optimization
Proven ability to own and deliver lead-to-cash transformations with measurable commercial outcomes (ARR, NRR, channel pipeline contribution)
Qualys · Foster City