Manager, Partner Development
Manager Partner Development - Careers At PFU America, Inc.
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PFU America, Inc.
A great place to work.
Career opportunities with PFU America, Inc.
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Current job openings are posted below as they become available.
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For more information about us, visit our home page here: PFU America, Inc.
Be Completely You
Our culture of respect celebrates our whole selves. Policies and programs are developed with diversity at the forefront of our mind. Join us and Be Completely You.
Please let us know if you require a reasonable accommodation to apply or interview for our openings.
We never charge an application fee to our job applicants.
PFU America, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity including transitioning into their gender identity, expression or perception of gender identity, or any other characteristic protected by federal, state or local laws.
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Manager, Partner Development
Department:
Sales
Location:
Santa Clara, CA
START YOUR APPLICATION
Welcome to PFU America, Inc. (PAI), an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity and streamline operations.
We are also the proud creators of Happy Hacking Keyboard (HHKB), which strives to be the best performing, highest quality and most satisfying line of keyboards on the planet. Born from the vision of a perfect computer keyboard, HHKB has become the go-to digital companion for programmers, gamers, hackers and high-performance keyboard enthusiasts over the past 25 years.
While our headquarters is based in the heart of Silicon Valley in Sunnyvale, CA, our teams do great work from just about anywhere. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.
Learn more about PAI here: PFU America, Inc.
We are seeking a Manager, Partner Development, a player�coach role responsible for building, enabling, and activating a high-performing indirect sales ecosystem through a two-tier channel model. This role combines hands-on channel execution with direct leadership and coaching of a team of Channel Development Representatives (CDRs).
The Manager, Partner Development owns strategic partner recruitment, enablement, and activation while also developing the skills, execution discipline, and performance of the Channel Development team. This role works cross-functionally with Sales, Channel Marketing, Solution Engineering, and Distributors to ensure channel partners clearly understand why to partner, how to sell, and how to execute with PAI.
Job type: Direct hire
Location: Remote, US
Total Compensation: $180,000 to $190,000 (base, plus bonus)
Key Responsibilities
Player Responsibilities (Direct Channel Ownership)
Recruit: Partner Identification & Acquisition
Objective: Build the right channel coverage to support territory, vertical, and growth priorities.
� Identify reseller coverage gaps by geography, vertical, and capability
� Partner with territory sales leadership to identify and prioritize channel gaps
� Recruit new resellers selling competitive scanner solutions, leading with value and differentiation
� Lead recruitment conversations by starting with WHY:
o Why should a channel partner invest in PAI?
o What business outcomes and growth opportunities does PAI enable?
o What is PAI�s long-term partner value proposition?
� Recruit and develop resellers focused on Federal Agencies, aligned with PAI�s public sector strategy
Enable: Partner Readiness & Capability Development
Objective: Equip partners with the knowledge and tools to confidently position, sell, and deploy PAI solutions.
Demand Generation Enablement
� Start with the end-user value proposition and translate it into partner-ready messaging
� Enable partners to articulate customer pain points, use cases, and competitive differentiation
� Co-create demand with the PAI Channel Marketing Team, including:
o Joint campaigns
o Vertical and territory-specific messaging
o Partner go-to-market plans
Technical Enablement
Partner with PAI Solution Engineers to develop and deliver enablement playbooks:
o Scanner hardware positioning
o Software enablement and integration
o Vertical- and use-case-specific solutions
Ensure partners have access to training, tools, and best practices that drive sales effectiveness
Activate: Execute, Measure & Optimize
Objective: Convert enablement into pipeline and revenue.
Execute joint demand generation plans with Channel Marketing
Support partner-led campaigns, events, and account-based initiatives
Conduct regular business reviews with partners to:
o Review pipeline and revenue
o Assess campaign performance
o Identify growth opportunities and gaps
Business review cadence based on partner engagement, potential, and active opportunities
Opportunity Management
Ensure opportunity ownership and execution discipline
Opportunity management is owned by the Account Manager (Field and/or Inside)
Enforce rules of engagement, deal registration, and alignment between partners and sales teams
Coach & Leader Responsibilities (Team Management)
Team Leadership & Development
Objective: Build a high-performing Channel Development team.
Lead, coach, and develop a team of Channel Development Representatives (CDRs)
Set clear expectations for:
o Partner recruitment
o Enablement execution
o Demand activation
Conduct regular coaching sessions, review of generated pipeline, and performance check-ins
Provide hands-on support in partner meetings, recruitment calls, and strategic engagements
Execution & Accountability
Establish consistent channel execution rhythms across the team
Monitor KPIs including:
o Partner recruitment
o Enablement completion
o Pipeline creation
o Partner-sourced revenue
Identify performance gaps and implement corrective actions
Share best practices and standardize successful motions across the team
Cross-Functional Collaboration
Serve as the primary channel liaison with:
o Field and Inside Sales
o Channel Marketing
o Solution Engineering
o Distributors
Ensure alignment between channel strategy and overall go-to-market execution
Act as the voice of the channel internally, providing insights on partner needs and market dynamics
Qualifications
Required
7+ years of experience in channel development, channel sales, or partner management
Prior experience in a player�coach or team leadership role
Proven success working within a two-tier reseller model
Experience recruiting, enabling, and activating reseller partners
Strong ability to coach, influence, and develop talent
Preferred
Experience in document capture, scanners, imaging, software, or B2B technology
Experience supporting Federal or Public Sector partners
Familiarity with CRM and partner management tools
Strong analytical, planning, and execution skills
Key Competencies
Channel strategy and execution
Partner recruitment and enablement
Demand generation leadership
Team coaching and performance management
Strong communication and stakeholder management skills
Success Metrics
Growth in partner-sourced and partner-influenced revenue
Quality and performance of recruited partners
Consistent execution by Channel Development Representatives
Pipeline growth and conversion
Partner engagement, satisfaction, and retention
START YOUR APPLICATION
Visit Our Home Page © 2026 PFU America, Inc.
Applicant Tracking System Powered by
Apply Now
Career Opportunities with
PFU America, Inc.
A great place to work.
Career opportunities with PFU America, Inc.
Share with friends or Subscribe!
Current job openings are posted below as they become available.
Subscribe to our RSS feeds to receive instant updates as new positions become available.
For more information about us, visit our home page here: PFU America, Inc.
Be Completely You
Our culture of respect celebrates our whole selves. Policies and programs are developed with diversity at the forefront of our mind. Join us and Be Completely You.
Please let us know if you require a reasonable accommodation to apply or interview for our openings.
We never charge an application fee to our job applicants.
PFU America, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity including transitioning into their gender identity, expression or perception of gender identity, or any other characteristic protected by federal, state or local laws.
Back To Openings
Manager, Partner Development
Department:
Sales
Location:
Santa Clara, CA
START YOUR APPLICATION
Welcome to PFU America, Inc. (PAI), an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity and streamline operations.
We are also the proud creators of Happy Hacking Keyboard (HHKB), which strives to be the best performing, highest quality and most satisfying line of keyboards on the planet. Born from the vision of a perfect computer keyboard, HHKB has become the go-to digital companion for programmers, gamers, hackers and high-performance keyboard enthusiasts over the past 25 years.
While our headquarters is based in the heart of Silicon Valley in Sunnyvale, CA, our teams do great work from just about anywhere. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.
Learn more about PAI here: PFU America, Inc.
We are seeking a Manager, Partner Development, a player�coach role responsible for building, enabling, and activating a high-performing indirect sales ecosystem through a two-tier channel model. This role combines hands-on channel execution with direct leadership and coaching of a team of Channel Development Representatives (CDRs).
The Manager, Partner Development owns strategic partner recruitment, enablement, and activation while also developing the skills, execution discipline, and performance of the Channel Development team. This role works cross-functionally with Sales, Channel Marketing, Solution Engineering, and Distributors to ensure channel partners clearly understand why to partner, how to sell, and how to execute with PAI.
Job type: Direct hire
Location: Remote, US
Total Compensation: $180,000 to $190,000 (base, plus bonus)
Key Responsibilities
Player Responsibilities (Direct Channel Ownership)
Recruit: Partner Identification & Acquisition
Objective: Build the right channel coverage to support territory, vertical, and growth priorities.
� Identify reseller coverage gaps by geography, vertical, and capability
� Partner with territory sales leadership to identify and prioritize channel gaps
� Recruit new resellers selling competitive scanner solutions, leading with value and differentiation
� Lead recruitment conversations by starting with WHY:
o Why should a channel partner invest in PAI?
o What business outcomes and growth opportunities does PAI enable?
o What is PAI�s long-term partner value proposition?
� Recruit and develop resellers focused on Federal Agencies, aligned with PAI�s public sector strategy
Enable: Partner Readiness & Capability Development
Objective: Equip partners with the knowledge and tools to confidently position, sell, and deploy PAI solutions.
Demand Generation Enablement
� Start with the end-user value proposition and translate it into partner-ready messaging
� Enable partners to articulate customer pain points, use cases, and competitive differentiation
� Co-create demand with the PAI Channel Marketing Team, including:
o Joint campaigns
o Vertical and territory-specific messaging
o Partner go-to-market plans
Technical Enablement
Partner with PAI Solution Engineers to develop and deliver enablement playbooks:
o Scanner hardware positioning
o Software enablement and integration
o Vertical- and use-case-specific solutions
Ensure partners have access to training, tools, and best practices that drive sales effectiveness
Activate: Execute, Measure & Optimize
Objective: Convert enablement into pipeline and revenue.
Execute joint demand generation plans with Channel Marketing
Support partner-led campaigns, events, and account-based initiatives
Conduct regular business reviews with partners to:
o Review pipeline and revenue
o Assess campaign performance
o Identify growth opportunities and gaps
Business review cadence based on partner engagement, potential, and active opportunities
Opportunity Management
Ensure opportunity ownership and execution discipline
Opportunity management is owned by the Account Manager (Field and/or Inside)
Enforce rules of engagement, deal registration, and alignment between partners and sales teams
Coach & Leader Responsibilities (Team Management)
Team Leadership & Development
Objective: Build a high-performing Channel Development team.
Lead, coach, and develop a team of Channel Development Representatives (CDRs)
Set clear expectations for:
o Partner recruitment
o Enablement execution
o Demand activation
Conduct regular coaching sessions, review of generated pipeline, and performance check-ins
Provide hands-on support in partner meetings, recruitment calls, and strategic engagements
Execution & Accountability
Establish consistent channel execution rhythms across the team
Monitor KPIs including:
o Partner recruitment
o Enablement completion
o Pipeline creation
o Partner-sourced revenue
Identify performance gaps and implement corrective actions
Share best practices and standardize successful motions across the team
Cross-Functional Collaboration
Serve as the primary channel liaison with:
o Field and Inside Sales
o Channel Marketing
o Solution Engineering
o Distributors
Ensure alignment between channel strategy and overall go-to-market execution
Act as the voice of the channel internally, providing insights on partner needs and market dynamics
Qualifications
Required
7+ years of experience in channel development, channel sales, or partner management
Prior experience in a player�coach or team leadership role
Proven success working within a two-tier reseller model
Experience recruiting, enabling, and activating reseller partners
Strong ability to coach, influence, and develop talent
Preferred
Experience in document capture, scanners, imaging, software, or B2B technology
Experience supporting Federal or Public Sector partners
Familiarity with CRM and partner management tools
Strong analytical, planning, and execution skills
Key Competencies
Channel strategy and execution
Partner recruitment and enablement
Demand generation leadership
Team coaching and performance management
Strong communication and stakeholder management skills
Success Metrics
Growth in partner-sourced and partner-influenced revenue
Quality and performance of recruited partners
Consistent execution by Channel Development Representatives
Pipeline growth and conversion
Partner engagement, satisfaction, and retention
START YOUR APPLICATION
Visit Our Home Page © 2026 PFU America, Inc.
Applicant Tracking System Powered by
Apply Now