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