Partner Business Manager, Carbon


Job Description

Indigo Ag is expanding its US Carbon product offering by forming strategic relationships with channel partners. The Channel Partner Manager of Carbon position focuses on supporting the onboarding/launch and account management activities to grow and expand partnerships. The Channel Partner Manager will be responsible for working with Carbon KAMs, Program Training Leads, Commercial Leadership, and cross-functional teams to support the rapid onboarding, tracking, forecasting, and expansion of Partner channels. Additionally, the focus will be on enabling Partner facing teams to ramp partners and the ongoing retention/management of these accounts to foster a strong business relationship and increase Carbon program participation from enrollment to credit generation.


Launch/Onboarding Support

  • Work cross-functionally with internal stakeholders to build and support the development of GTM Plans
  • Develop deep relationships with internal stakeholders that support Partner Launch activities.
  • Assist the Activation Lead and Carbon KAM in updating and aggregating needed support materials for each Partner’s successful launch.
  • Attend internal team and cross-functional launch meetings to effectively update progress in SF and Smartsheets to ensure the launch is on schedule and to provide visibility to leadership.
  • Support the development of the Partner Summary by preparing Partner org structure maps, geographic distribution, Indigo’s geographic support teams, sales associates, and contacts.
  • Create, map, and merge new Partner org structures, locations, and field teams with Indigo field staff to inform the GTM strategy.
  • Publish the integrated field teams’ contacts, locations, phones, and emails
  • Update Partner Portals, Confluence, and other systems of record-keeping
  • Work with the Activation Lead and Carbon KAMs to keep current the documentation in the Partner Portals, update internal FAQs, and develop internal Partner announcements
  • Track and report on Partner certification, trained associates, and onboarding KPIs.
  • Own the development of reports to leadership on partner certification completion, knowledge retention, and how these metrics influence Partner KPIs and metrics.
  • Provide a needs-based approach to inform content development to fill existing knowledge gaps.

Account Management Support

Own Partner Model forecasts by:

  • Providing monthly and quarterly forecasts based on partner type, seasonality, target, and incentives.
  • Developing models for partner archetypes to inform new contracting.
  • Refreshing model assumptions with actual enrollment
  • Build and refine forecasts for partner carbon enrollments by geo (state, county) to determine opportunities.
  • Work with BI to develop and enhance dashboarding capabilities to inform progress towards carbon credit generation; while outlining milestones in the grower/partner journey.
  • Responsible for ensuring account ownership is accurate and completed.
  • Ensure Salesforce data for partner metrics are valid; work with global Commercial Operations to solve any gaps
  • Collaborate with Carbon KAMs and Product Marketing to produce the monthly Partner Newsletter

Growth & Expansion Support

  • Inform the Commercial support structure with partner metrics, coverage, and growth potential.
  • Model future need for regional staffing to support partner goals 
  • Assess needs and potential gaps in coverage based on Partner growth
  • Project manage annual commercial objectives as needed and requested
  • Identify opportunities to streamline partner account management operations and make recommendations
  • Support quarterly business reviews by building QBR surveys, analyzing data, and summarizing insights for each Partner in preparation for the QBR  

Operations Support

  • Project manages operational processes specific to the Partner journey.
  • Serves as the curator of Partner documents, contracts, and implications to cross-functional teams to enable their support of the Partner Journey from contracting to payment and renewal.
  • Make recommendations and execute administrative needs that support Commercial goals using Indigo tools such as Confluence, Lucid, PowerPoint, Salesforce
  • Develop and maintain Channel Partner confluence pages, org structure, and inventory of position scorecards.
  • Promote the Channel Partners structure and roles and responsibilities across the organization


  • Entrepreneurial in spirit and up to the challenge of Indigo’s startup environment; embraces ambiguity and a fast-paced environment
  • Excellent communicator, able to quickly build trust and rapport with all stakeholders in the Indigo ecosystem. Owns mistakes, conducts themselves honestly
  • Team player that can work cross-functionally with other internal business units to create solutions for issues and promote growth initiatives.
  • Growth-oriented; able to support various functions of the Channel Partners’ teams and glean deep insight into each branch. 
  • Self-starter, not a person who requires much supervision and direction. Able to recognize an opportunity and pursue it.
  • High technology acumen and understanding; comfortable with modern software tools and Indigo’s tech offering (Microsoft Office suite, Salesforce, Confluence, Slack, etc.)
  • Ability to coordinate complex sales strategies and tactical field approach with a diverse and remote team.
  • Optimistic and innovative, solution-oriented
  • Ability to prepare internal and external customer-facing presentations
  • Ability to research new ideas, potential new markets, and help build out future programs


  • Bachelor’s degree or equivalent (preferably in ag, agronomy, or economics)
  • Five years of experience (consultant, analyst, coordinator) – with at least two of those years specifically in agriculture
  • Technical expertise and familiarity with CRM systems preferred (Salesforce)
  • Experience modeling, forecasting, and informing business strategy decisions.
  • Previous go to market strategy experience specific to ag
  • 10% Regional Travel to be expected