Distribution Partner Manager
Figma
Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web, Figma helps entire product teams brainstorm, design and build better products — from start to finish. Whether it’s consolidating tools, simplifying workflows, or collaborating across teams and time zones, Figma makes the design process faster, more efficient, and fun while keeping everyone on the same page. From great products to long-lasting companies, we believe that nothing great is made alone—come make with us!
Figma’s Distribution Partnerships team is focused on unlocking new sources of revenue for the company and hyper-scaling our reach. This includes accelerating go-to-market (GTM) efforts, serving the needs of our customers, and bringing Figma’s platform to new organizations around the world. We are looking for a Partner Manager to specifically support agencies, systems integrators, consultancies, and commercial providers who can strategically position our products for the benefit of their own clients.
This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy - including building new programs from scratch and scaling our existing motions to new markets.
What you’ll do at Figma:
- Identify, assess, and engage new prospects for our official alliance programs
- Partner with our GTM teams to source, scope, and progress partner-influenced sales opportunities
- Co-sell with partners and Figma account executives to drive ARR across multiple product lines
- Manage relationships with both official and unofficial partners - including identifying new co-marketing and co-selling opportunities
- Foster long-term relationships by creating mutual success plans with partners - including documenting wins and monitoring defined KPIs to hold both Figma and our partners accountable
- Investigate, evaluate, and create new GTM opportunities that enhance Figma's existing business model.
- Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with our partner enablement team
- Develop and nurture internal relationships with sales, marketing, customer experience, and product teams by demonstrating the benefits of our wider partner network
We'd love to hear from you if you have:
- 7+ years of total experience in equivalent or relevant fields
- 2+ years of experience in a GTM organization working with external professional services organizations (SIs, agencies, consulting firms) and / or GTM partners (channel resellers, marketplaces, referral partners)
- Built partner tactics, programs, and / or strategies from scratch
- Led individual and / or multiple strategic partnerships at an organization to drive new business
While not required, it’s an added plus if you also have:
- Supported the negotiation of global partner agreements (including establishing key deal terms, identifying risks, and working closely with legal counterparts)
- Led partner initiatives at an enterprise SaaS company
- Expanded global partner programs beyond the US - collaborating with internal and external collaborators in multiple foreign markets.
- Worked at a service organization or channel partner in a direct GTM role
- Spent time in the design and / or digital product development industry
Pay Transparency Disclosure
If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.
Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.
Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. You may view our Pay Transparency Policy by clicking on the corresponding link.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to:
- Holding interviews in an accessible location
- Enabling closed captioning on video conferencing
- Ensuring all written communication be compatible with screen readers
- Changing the mode or format of interviews
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