About the Role
The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, with a focus on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning priorities with field and partner execution.
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What You Get to Do in This Role:
- Own end-to-end partner lifecycle management, including strategic partner planning and go-to-market (GTM) business plans to drive sales pipeline and growth.
- Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales.
- Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects.
- Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue.
- Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions.
- Collaborate with Technical Partner Advisors (TPAs) to align sales plays to Routes to Market and guide partners on how to sell effectively.
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking.
- Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk.
- Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed.
Qualifications
To be successful in this role, you have:
- 5 - 10+ years in partner management, alliances, or ecosystem roles.
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
- Strong understanding of partner-led and co-sell sales motions.
- Experience developing and executing GTM strategies through partner ecosystems.
- Comfort operating in ambiguity with a bias toward action.
- Executive communication and relationship management skills.
- Ability to influence and operate in a matrixed organization.
- Arabic Speaking is essential.
Additional Information
- Work Personas:
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to employees depending on the nature of their work and their assigned work location.
- Equal Opportunity Employer:
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law.
- Accommodations:
If you require a reasonable accommodation to complete any part of the application process, please request assistance.
- Export Control Regulations:
For positions requiring access to controlled technology subject to export control regulations, all employment may be contingent upon obtaining any required export licenses or other approvals.
Employee Type: Regular
Region: EMEA - Europe, Middle East, and Africa
Work Persona: Flexible
