Partner Success Manager – North America

Department

GTM-Capital

Sub-function

Partners & Alliances

Reports to

Sandeep Sonkusale ( GTM and partnerships )

Location

Pune, India — async collaboration with US-based partners and advisors

Type

Full-time | Dream Team

About Bynry

Bynry builds SMART360 — a cloud-native SaaS platform purpose-built for small and mid-sized Water, Electric, Gas, and Sub-Metering utilities across North America, helping them modernize billing, field operations, and customer service fast and affordably. By 2030, our goal is to equip 1,000 utilities and impact 10 million households.

Current impact: 850K+ consumers served, $500M+ in billing data processed annually, and 10+ active utility deployments across 11 US cities.

Why This Role Exists

Bynry is executing a partner-led US market entry across 9 focused states — Iowa, Michigan, Illinois, New York, Florida, Georgia, Louisiana, Texas, and California — with $25M in weighted pipeline and 50 active RFPs. The partner network spans 6 types: Commission Sales Leads, Resellers/VARs, System Integrators, DBE/MBE Partners, Advisors, and Tech Partners.

The gap is not sourcing. We have the contacts, the outreach engine, and the onboarding infrastructure. The gap is activation: partners are being signed but not producing pipeline. This role owns the transition from signed agreement to first live introduction — and from there to RFP collaboration and closed deals.

You are not running outreach (that's Ankit). You are not managing ops support (that's Soham). You own the part of the partner lifecycle that determines whether Bynry wins in the US market or simply builds a large but inert partner list.

What You'll Own

- Partner activation — every onboarded partner reaches "first pipeline contribution" within 30 days of signing; you own this transition for all 6 partner types across all 9 states.

- Portfolio accountability — a live, trusted view of every partner's stage, last touchpoint, pipeline contribution, and activation health; you are the single source of truth.

- Re-engagement before triggers are hit — when a partner goes quiet, you act at Day 21, not Day 30; you do not wait for Nilesh to notice a 60-day dormancy.

- Partner enablement — type-specific collateral, pitch narratives, and use-case positioning that each partner type can use independently without calling you every time.

- RFP pipeline contribution — a minimum of 2–3 active RFP collaborations per quarter with named, qualified partners; not in planning, not proposed — actively in progress.

- Programme reporting — a weekly update to Nilesh that leads with pipeline impact (introductions made, RFPs entered, deals influenced) — not activity counts.

What You'll Do Day-to-Day

- Run structured 12-week activation cadences with newly onboarded partners — Month 1 gets them to first introduction; Month 2 builds momentum toward RFP collaboration; Month 3 locks in a sustainable contribution rhythm.

- Diagnose and re-engage dormant partners using the 30/60/90 governance rule — you initiate at Day 21; the Day 30 and Day 60 triggers are backstops, not your primary mechanism.





- Manage async relationships with US partners across Iowa, Texas, New York, Florida, and 5 other states — design communication norms that make time zone differences feel skilled, not apologetic.

- Collaborate with Ankit (DemandGen) on contact prioritisation — ensure outreach effort targets the right partner types in the right states, not broadcast to 50,000 undifferentiated contacts.

- Support Sandeep on discovery calls — briefing notes before the call and follow-up ownership after; the handoff is clean and nothing falls through.

- Build type-specific enablement materials — a Commission Sales Lead in Iowa needs a completely different brief than a DBE partner in Texas; you know the difference and produce both.

- Track and report partner-sourced pipeline: introductions made, RFPs entered, deal stage, and revenue attribution per partner; this tracker is accurate the day Nilesh opens it.

- Coordinate with Sales and Presales on live RFP opportunities — named partners are briefed, scoped, and activated before submission, not scrambled in after the RFP has gone out.

What You Need to BringMust-Have

- 4–7 years in partnerships, business development, or alliances in a B2B SaaS or consulting ecosystem — IT services background without a demonstrated SaaS pivot is not a fit.

- Demonstrated partner activation track record — not just onboarding; you have evidence that partners you managed produced qualified introductions, entered RFPs, or contributed to closed deals.

- US-calibrated spoken and written English — this is a hard requirement; you will be assessed live in the screening call with a partner roleplay scenario — written samples alone will not be evaluated.

- Structured system for managing 10–20 async relationships simultaneously — you have built or operated a tracking and cadence system and can describe it in detail.

- Understanding of US market dynamics — DBE/MBE/SBE certification structures, RFP procurement cycles, and utility sector or public sector buying behaviour.

- Ability to drive accountability across partners who do not report to you and will never meet you in person — this is the core operating condition of the role.

Nice-to-Have

- Direct experience with DBE/MBE partners or federally-funded US project ecosystems.

- Familiarity with the US utility sector — water, electric, gas, or sub-metering operations.

- Exposure to RFP-driven sales in the US public sector, specifically municipal or county-level procurement.

- Experience building a partner enablement programme from zero — playbooks, onboarding sequences, type-specific pitch narratives.

Self-Selection Note





If you have never activated a skeptical US partner from India — moved them from a signed agreement to a first live introduction without being in the room, without shared time zones, and in a market you have never visited — this role will be very hard.

That is the core job. We are not looking for someone who will learn it on the way; we need someone who has navigated the closest equivalent and can close the gap fast.

Education

Qualification

Status

Bachelor's degree in Business, Marketing, Engineering, or equivalent

Required

MBA or post-graduate business qualification

Nice-to-have — execution valued over credential

Equivalent demonstrable experience in lieu of a formal degree

Accepted

What Success Looks Like at 90 DaysAt least 5 partners are producing — qualified introductions have been made or active RFP collaboration is underway; "signed and onboarded" without a pipeline contribution does not count as producing.The governance rule is being enforced proactively — no partner has crossed 60 days of inactivity without a Nilesh-level reset conversation that you initiated; the 60-day trigger is a backstop, not the primary mechanism.At least 1 RFP collaboration is active with a named partner in one of the 9 focused states — not in planning, not proposed; a partner is briefed, scoped, and materially involved in a live submission.

Why This Role Is a Career Inflection Point

You will own the partner activation engine for a company with $25M weighted pipeline, 50 active RFPs, and a target of $10M ARR through the partner channel by 2027. This is not a partnership coordinator role — you will work directly with the Founder and have real influence over whether Bynry's US market entry succeeds or stalls. If you have been managing partners inside a large company and want to see what your work actually builds, this is the move.

What We Celebrate at Bynry

- End-to-end ownership without hand-off — you own the partner lifecycle from signed to contributing; nothing goes to Nilesh until you have already tried.

- Honest, direct communication — when a partner is underperforming or a quarterly target is going to be missed, you say it first, not last.

- Outcome framing — you report pipeline contribution, not meetings held.

- Async excellence — making a US partner in Iowa feel well-served from Pune at 9pm IST is a skill; we reward the people who have mastered it.

- Learning velocity — the US utility market is new territory; the fastest learner, not the longest résumé, wins here.

What We Don't Tolerate

- Dishonesty or inflation of partner activity, pipeline stage, or contribution.

- "Ballooning the work" — exaggerating effort or scope to appear more active than the pipeline numbers justify.

- Blame-shifting when a partner goes inactive — you own the diagnosis and recovery plan regardless of whose fault it is.

- Waiting for Nilesh to identify a problem that the partner tracker already shows.

- Moonlighting — full commitment to this role is non-negotiable.

Bynry is an equal opportunity employer. We evaluate candidates on activation instinct, US-market credibility, and ownership — not pedigree.

📌 Partner Success Manager - North America (Pune)
🏢 Bynry
📍 Pune