The Essential Skills of Successful Partner Managers: What to Look for When Hiring

By Kat Lo | Director of People Operations at Ecosystem University

What exactly makes someone an MVP in partner management? It’s all about finding that rare combination of skills that balances industry savviness, product expertise, relationship-building finesse, and a relentless drive for results.

In this article, we’ll explore what makes an exceptional candidate and the essential skills you should look for when bringing a Partner Manager on board.

Professional Knowledge

A top-tier Partner Manager has a deep understanding of your industry and what value partnerships can offer within the ecosystem. They should have a deep understanding of the industry’s biggest headaches and the solutions that actually work—think of them as the “pain reliever” your partners didn’t know they needed. Meanwhile, they should show that they demonstrate a data-driven approach, using numbers and insights to inform their decisions to lead to real results.?

Product Mastery

It’s essential that a Partner Manager has a thorough understanding of your company’s product and positioning, including your standout features and how they compare to competitors. This knowledge allows them to offer solutions that align with the real needs of partners' customers and demonstrate the product's value effectively. Moreover, they should be able to serve as a bridge between partners and the product team, providing valuable feedback for continuous product improvement.

Exceptional Relationship-Building Capabilities

Successful Partner Managers must excel at building and maintaining strong, trusting relationships with partners and internal stakeholders. The best Partner Managers tend to be part strategist, part therapist. They deeply understand the business objectives of their internal and external partners, and know how to best collaborate to define clear KPIs and strategic plans in working together. And when it’s time to pivot or scale, they can provide key insights to decision-makers and adjust follow-up strategies according to the partner lifecycle, ensuring sustained success.

Results-Driven Hustle

You need someone who doesn’t just talk the talk, but walks the walk—a results-driven mindset is crucial for a Partner Manager. They’re always looking for ways to fine-tune partner segments and boost the value of their relationships. This focus on results ensures that partnerships are not just maintained, but are continually optimized for greater impact.

More Soft Skills?

Beyond technical and industry knowledge, a Partner Manager should be adaptable, process-oriented, and eager to learn. They must be able to communicate with confidence, clarity, and brevity, making complex concepts accessible and actionable. Last but certainly not least, they should be able to exhibit flexibility to be able to pivot quickly in response to changes, ensuring continued alignment with business goals.

In Summary:

Hiring the right Partner Manager is about finding someone who combines industry expertise with strong relationship management and a results-oriented approach. By focusing on these essential skills, you can ensure that your Partner Manager will not only excel in their role but also drive significant value for both your organization and your partners. This strategic hire can be a game-changer, transforming your partnerships into powerful engines of growth and innovation.