Reseller Partnership Manager - Scaled Growth (San Jose)

Responsibilities

Scaled Growth is a strategic engine within TikTok, focused on driving global new client acquisition through high-impact agency partnerships. The team plays a critical role in building and enriching a high-quality client pipeline, working closely with direct sales to support sustainable, long-term growth. By identifying scalable opportunities and unlocking new markets, the team accelerates business expansion while ensuring consistent, high-quality client engagement.mindset to help businesses achieve their marketing goals on TikTok, no matter how big or small.

The 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.

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)

Qualifications

Minimum Qualifications:
- Bachelor's degree or above.
- 5 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
- 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 and ability to conduct business in fluent English

Preferred Qualifications:
- 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
- BI tools a plus

Job Information

[For Pay Transparency] Compensation Description (annually)

The base salary range for this position in the selected city is $121600 - $208800 annually.

Compensation may vary outside of this range depending on a number of factors, including a candidate's qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and restricted stock units.

Benefits may vary depending on the nature of employment and the country work location. Employees have day one access to medical, dental, and vision insurance, a 401(k) savings plan with company match, paid parental leave, short-term and long-term disability coverage, life insurance, wellbeing benefits, among others. Employees also receive 10 paid holidays per year, 10 paid sick days per year and 17 days of Paid Personal Time (prorated upon hire with increasing accruals by tenure).

The Company reserves the right to modify or change these benefits programs at any time, with or without notice.

For Los Angeles County (unincorporated) Candidates:

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local laws including the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Our company believes that criminal history may have a direct, adverse and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:

1. Interacting and occasionally having unsupervised contact with internal/external clients and/or colleagues;

2. Appropriately handling and managing confidential information including proprietary and trade secret information and access to information technology systems; and

3. Exercising sound judgment.