Reseller Partnership Manager - Scaled Growth (San Jose)

About the team TikTok s Global Reseller Team manages advertising businesses across 20+ markets where we operate without a direct sales presence. In these markets, we work with third-party reseller partners to represent TikTok and drive advertising revenue on our behalf.

About the Role This role owns the end-to-end global relationship with TikTok s largest reseller partner, which represents our advertising business across 18 markets globally. You will be the single strategic point of contact responsible for partnership health, commercial alignment, and joint growth across all 18 markets where this partner operates on TikTok s behalf.

This is a senior individual contributor role for someone who can operate at both the strategic level (shaping the long-term partnership framework) and the executional level (driving revenue and resolving complex cross-market issues). While this is an IC role in TikTok s internal system, in practice you are the strategic and operational owner of a large, cross-border business: this partner s on-the-ground sales activity is carried out by 100+ outsourced/vendor staff, and you are responsible for directing that team s execution and for the revenue results they deliver - in addition to strong influence and stakeholder management across regions and functions.

Key Responsibilities Revenue & Growth

• Carry revenue accountability for the global relationship - ensure delivery against targets across all 18 markets the partner operates in
• Proactively identify the highest-potential opportunities for the partnership - new market expansion, high-potential verticals, key accounts - and turn them into incremental revenue, going beyond baseline targets to capture upside
• Partner with the reseller s leadership to build the capability and market intelligence to pursue these opportunities systematically rather than reactively

Partnership Management & Execution

• Serve as the primary global point of contact for the partner s leadership, maintaining strong executive-level relationships and owning the overall health and trajectory of the partnership
• Lead the design and negotiation of the long-term partnership framework - global contract structure, multi-year commitments, BOT arrangements, and the incentive structure (including the shift toward performance-linked commission)
• Direct the day-to-day work of the partner s outsourced/vendor sales staff (100+ people) across 18 markets - setting priorities, cadence, and performance expectations, even though these staff sit outside TikTok s direct headcount
• Run regular performance reviews with the partner s market-level team leads, driving accountability against agreed KPIs and escalating/resolving underperformance directly with the partner s leadership
• Lead resolution of high-stakes, cross-market partnership issues (contract disputes, tax and regulatory matters, market transitions) Minimum Qualification(s):
• Bachelor s degree or above.
• 8 years+ experience in strategy consulting, corporate strategy, or a similarly rigorous strategic function, with a demonstrated ability to diagnose a complex business relationship and shape a multi-year framework for it, not just manage it day-to-day
• Proven ability to manage a large, complex partner relationship at both strategic and operational levels, with strong commercial acumen around contract structures and incentive design
• Demonstrated ownership of the commercial outcomes of that relationship end-to-end, with a track record of delivering against revenue targets
• Strong data analytical skills - able to look at large, messy datasets and pull out what s actually going on: which markets or accounts are underperforming and why, where the biggest opportunities are. Excel/Sheets proficiency required, BI tools a plus
• Excellent cross-functional influence - able to drive outcomes across regions and functions without direct authority
• Experience operating in a global, cross-cultural environment across multiple markets and time zones

Preferred Qualification(s):

• Master/MBA or other advanced degree is a plus.
• Exposure to TikTok Ads or other social/performance advertising platforms
• Familiarity with Central Europe markets and digital advertising dynamics in emerging markets