The measurement is the job design. Accept a vanity target and your year is already lost.
Bad measures
Partners signed. Meetings held. Logos on a webpage. Pipeline “influenced” with no definition. You can hit all of these and produce nothing a customer uses.
Measures that survive a follow-up
Live integrations with active connections. Time to first integration. Sourced revenue you can defend. Influenced pipeline with a written rule. Partner-sourced opportunities that sales will still own.
You will not control all of these alone. That is the point of a key result. If you could finish it at your desk, it is a task.
Quota
Some companies put a partner manager on a sales-like quota. Ask how much of it is sourced vs influenced, and what happens if product slips the only integration that could produce it. A quota with no engineering window is a trap. Get that in the offer conversation, not at month four.
Comp
Base should make the seat survivable if the channel is slow. Variable tied to adopted integrations and sourced revenue, not to logo count. If variable is 50% and the only lever is “sign more,” you are a BD hire.
In the interview
“How will we know in two quarters that this worked?” Write their answer down. Repeat it in your 30-60-90. If they change it to logo count later, you have a document.
Do not be shy about this. Serious companies respect it. The ones that do not will punish you anyway.