Full-Time Regional Partner Manager

The Regional Partner Manager will lead and scale a strategic Global Systems Integrator (GSI) alliance across the North and Latin American markets. Requires a leader to own the joint Go-to-Market (GTM) strategy, drive revenue, ensure field sales alignment, and manage the overall partnership in the Americas region.

1. Strategic Alliance Management & Planning
   • Joint GTM Ownership: Develop and execute the joint GTM strategy for the assigned GSI partner(s) across the Americas.
   • Business Planning: Own the annual and quarterly joint business planning process (JBP).
   • Solution Development: Co-develop, package, co-sell and bring to market new, high-value industry solutions.
2. Sales and Revenue Execution
   • Pipeline Generation: Drive collaborative pipeline generation efforts.
   • Field Engagement: Establish and manage formal operating cadences with regional partner sales leaders and direct sales teams.
   • Deal Acceleration: Directly support the largest and most strategic joint deals.
   • MSP Management: Drive success within Managed Service Provider (MSP) programs.
3. Enablement and Readiness
   • Executive Sponsorship: Cultivate strong relationships with key partner executives.
   • Sales Enablement: Lead enablement sessions for both the GSI’s sales force and internal regional teams.
   • Cross-Functional Alignment: Act as the internal champion and primary point of contact for the GSI.
4. Operational Excellence and Accountability
   • KPI Tracking: Be accountable for key performance indicators (KPIs).
   • Process Improvement: Drive continuous improvement in joint selling processes.

To be successful:

• Experience: 10+ years in Partner Sales, Alliances, Channel Management, or Business Development within enterprise software (SaaS) or cloud industry.
• GSI Expertise: Proven track record of managing and driving revenue through Tier 1 Global Systems Integrators (GSIs).
• Executive Presence: Exceptional ability to build rapport and negotiate with senior executive leadership.
• Sales Acumen: Strong commercial orientation with success in consultative selling and closing complex deals.
• Travel: Ability to travel approximately [20-30]% across the Americas region.
• Experience in leveraging or critically thinking about how to integrate AI into work processes.

For positions in this location, we offer a base pay of $103,080 - 136,620, plus equity (when applicable), variable/incentive compensation and benefits.

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