Partner Sales & Development Manager

Quick Facts

• Role: Partner Sales & Development Manager (regional, North America)

• Focus: Partner-sourced and partner-attached pipeline, co-sell execution, and production adoption of AI workloads

Description

Lead a partner sales and development team for a defined North America region (South & East or North & West). Own the regional partner business, build pipeline, advance complex pursuits, and drive revenue and customer adoption through joint account planning and coordinated sales execution. Translate broader partnership priorities into a focused regional plan and coach your team to engage the right partners at the right point in the customer journey.

Responsibilities

• Own the regional partner sales and development plan, aligning coverage, target accounts, partner priorities, sales plays, and execution milestones with regional Sales leadership and the North America Co-Sell Leader.

• Drive regional commercial outcomes across partner-sourced and partner-attached pipeline, bookings, production adoption, and expansion.

• Identify and develop new partner-led opportunities, including executive sponsorship and a path from engagement to joint execution.

• Lead account mapping and joint account planning to find whitespace, qualify opportunities, and prioritize accounts/use cases.

• Orchestrate complex co-sell pursuits by aligning account teams, partner sellers, technical stakeholders, and services organizations around mutual action plans.

• Build relationships with regional partner executives and field leaders; coordinate with global partner owners for consistent regional execution.

• Partner with Solutions Engineering, Customer Success, Product, and partner delivery teams to resolve technical and implementation dependencies for production deployment and expansion.

• Create repeatable field engagement models, partner enablement, sales plays, and escalation paths.

• Run disciplined pipeline reviews, forecasting, business reviews, and performance reporting; use evidence to assess partner contribution and adjust priorities.

• Navigate complex stakeholder relationships and tradeoffs, coordinating with Legal, Security, Finance, and other teams as needed.

• Hire, manage, coach, and develop a high-performing regional partner sales and development team; set goals and manage performance.

Requirements

• Significant experience in enterprise sales, partner sales, strategic alliances, or business development within cloud, AI, SaaS, or enterprise technology.

• Proven ability to own regional/segment business outcomes and deliver measurable pipeline, revenue, and customer growth through partners.

• Demonstrated people management experience in partner/enterprise/alliances GTM functions (hiring, coaching, performance management, team development).

• Deep familiarity with cloud providers, global systems integrators, consulting firms, or technology partner ecosystems.

• Experience creating opportunities and leading complex partnerships from discovery/qualification through commercial execution, launch, adoption, and expansion.

• Strong enterprise sales fundamentals: account planning, opportunity qualification, stakeholder mapping, negotiation, pipeline management, and forecasting.

• Ability to build trust with Sales leaders, partner executives, technical teams, and peers in a matrixed organization.

• Technical-commercial fluency to understand customer use cases and align partner needs with clear requirements and implementation tradeoffs.

• Strong operational judgment and a builder mindset to create structure and adapt quickly while maintaining customer trust.

Preferred Qualifications

• Experience managing geographically distributed teams and aligning account/territory coverage across a region.

• Experience building/scaling a regional partner sales or co-sell business at a high-growth technology company.

• Experience aligning sales and partner delivery organizations to support enterprise implementations and production adoption.

• Familiarity with AI platforms, modern cloud architectures, cloud marketplaces, and enterprise procurement models.