Our ideal Partner Sales Manager (PSM) is an entrepreneurial self-starter that will define and execute our partner strategy for Enterprise West, collaborate with local market and global leaders, and drive partner sales.
You must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and reaching or exceeding quota.
This role is remote in the United States with preference for individuals who reside in California or Washington State.
This role comes with an expectation of 30% travel.
What You Will Do:
Develop and execute regional partner business plans to achieve pipeline, revenue, delivery, and certification goals.
Recruit, onboard, and manage strategic consulting partners to expand market coverage and delivery capacity.
Build and maintain joint business plans with key partners, including regular business reviews and performance tracking.
Drive pipeline generation through joint account planning, co-marketing initiatives, opportunity registration, and partner-led sales motions.
Partner closely with Sales, Solution Consulting, Services, Marketing, and Partner Excellence teams to accelerate deal execution and customer success.
Enable internal field teams on partner capabilities, industry and use-case expertise, and engagement strategies to increase partner influence in sales cycles and overall customer success.
Monitor partner health and performance by evaluating partner certifications, customer adoption and expansion, engagement quality, and operational compliance.
Facilitate ongoing stakeholder alignment through territory planning, pipeline reviews, partner engagement planning, and executive-level collaboration with regional sales leadership.
Who You Are:
6+ years combined experience in alliance management or partner sales, technology sales, business development, or ecosystem consulting services
A proven history of recruiting, signing, developing, managing and significantly scaling partnerships between systems integrators and a software/SaaS company
Strong interpersonal skills and comfort working with cross-functional teams
Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
Ability to manage a book of business efficiently and autonomously through people and process management skills
Comfort owning and/or supporting partner sales pursuits with multi-disciplinary teams
Profound understanding of building and executing partner go-to-market strategies
Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings and success measures
Strong executive presence, comfort presenting, and ability to manage up
Prior experience in the EPM/FP&A space a plus
Strategic thinker who is comfortable in a fast-paced, always-on, highly ambiguous start-up environment
Ability to adapt to a rapidly changing product and respond strategically to partner needs
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