Descripción We are working with a company that is building a **high\-performance, open\-source API gateway** used by tens of thousands of companies worldwide — from startups to large enterprises and public\-sector organizations. The product is mature, trusted in **security\-sensitive and on\-premise environments**, and already widely adopted. Growth has been largely organic. The next step is to **scale revenue intentionally**, and partnerships are a key lever. **The opportunity** The partner channel is already one of our **fastest\-growing revenue streams**. There’s a formal program in place, clear commercial terms, and active partners delivering results across multiple regions. What’s missing is **dedicated ownership**. We’re looking for someone to take the channel end\-to\-end: recruit the right partners, activate and grow existing ones, and evolve the program into a scalable, repeatable engine. **The role** You’ll be the **first dedicated Partner Manager**. This is a high\-autonomy role with real influence on how partnerships work and how they contribute to company growth. Roughly: * **60%**: recruiting and onboarding new partners * **40%**: managing, activating, and scaling existing relationships **What you’ll do** **Recruit and onboard new partners** * Identify and prospect consultancies, system integrators, resellers, and technical agencies aligned with our ICP * Build targeted outreach strategies for key regions (EU, US, Middle East) * Lead conversations from first contact to signed partnership agreements * Create a repeatable playbook for partner recruitment **Manage and activate existing partners** * Own partner relationships through regular check\-ins, QBRs, and pipeline reviews * Support partner\-sourced opportunities through the sales cycle * Coordinate co\-marketing initiatives (webinars, case studies, events) * Ensure partners have the tools, context, and enablement needed to sell effectively **Shape the partner program** * Evaluate and refine the current program (structure, tiers, incentives, commercial terms) * Identify what’s working and what isn’t — and propose concrete improvements * Help define the long\-term vision for the partner channel alongside the founding team **What we’re looking for** **Must\-haves** * Native or near\-native English * Proven experience in partner or channel roles within B2B software (ideally infrastructure, developer tools, or technical SaaS) * Comfort with **outbound partner recruitment**, not just managing inbound relationships * Strong commercial mindset: you know how to align incentives and structure win\-win deals * Excellent relationship management skills — partners trust you and see you as part of their team * High ownership and autonomy; you’re comfortable being accountable for outcomes **Nice\-to\-haves** * Experience working with partners in regulated industries (fintech, healthcare, public sector) * Existing network of consultancies, integrators, or resellers in EU, US, or Middle East * German or French language skills * Experience building or scaling a partner program from early stages **Why join** * **Proven channel traction** Partnerships already generate meaningful revenue — this isn’t a theory. * **Greenfield ownership** You’ll build the partner function, not inherit a broken one. * **Strategic impact** This is not a spreadsheet\-maintenance role. You’ll shape how the company thinks about partnerships. * **Founder\-led, remote\-first culture** Direct access to decision\-makers, fast execution, no corporate politics. * **Stability with startup agility** Financially backed, but operating independently with full control over strategy. \- Remote 100% Remoto **Persona de contacto:** ediaz@q\-techrec.com \+34 663 444 972