Principal Partner Manager (Remote)

Job summary

The role involves driving partnerships by identifying and recruiting new Global Systems Integrator (GSI) partners while nurturing existing relationships to enhance customer adoption and revenue growth. This position is crucial for the expansion of a high-growth cloud software company.

Qualifications

• Over 10 years of experience in partner-facing roles, including business development, strategic alliances, or channel sales in cloud services or SaaS.
• Proven track record in managing sales opportunities from lead generation to closure and negotiating agreements.
• Familiarity with leading Global and regional SIs.
• Strong ability to comprehend and communicate technical concepts effectively.
• Willingness to travel 40-50% of the time.
• Entrepreneurial mindset with a proactive approach to initiatives.
• Experience in SaaS or consumption-based software platforms.

Responsibilities

• Identify and recruit new strategic GSI partners to drive revenue.
• Enable existing GSI partners through training and joint selling activities.
• Coordinate technical and marketing aspects of partnership launches.
• Conduct regular business reviews with partners to ensure accountability and track success metrics.
• Collaborate with regional enterprise and commercial sales teams to generate partner-sourced sales pipeline.

Skills

• Strong negotiation and relationship-building skills.
• Ability to initiate go-to-market plans and follow through on sales opportunities.
• Technical background or education related to systems management or monitoring.

Education

• Relevant technical background or education is preferred.

Tools

• Experience with partnerships in cloud environments, particularly related to Containers and/or DevOps.