Channel Sr. Program Manager

Job Summary

SoftwareOne is building the partner-powered pipeline engine of the future. We are seeking a Senior Partner Program Manager to sit at the intersection of our Alliance and Channel Sales motions and translate our Hyperscaler partnerships into measurable, scalable field impact. This is not a relationship management role. You are a GTM architect — designing, building, executing, and continuously evolving the programs and initiatives that activate our field, enable our partners, and accelerate joint revenue across the Microsoft, Google, and AWS ecosystems.

Role & Responsibilities

• Design and execute GTM programs that accelerate revenue across the Hyperscaler ecosystem — Microsoft, Google, and AWS — spanning GSIs, Channel Sales, and CSP partners.

• Drive the Partner Different vision: shift partner motions from one-off transactions to repeatable, services-attached growth that’s visible, measurable, and scalable.

• Launch Partner 2.0 initiatives that grow inbound leads, co-sell participation, and sell-through — with clear rules of engagement for field sellers and partners.

• Develop and activate Partner 2.0 initiatives that accelerate inbound lead generation, co-sell participation, and partner sell-through motions — with clear rules of engagement for field sellers and partner-facing teams.

• Lead the Channel Integration portion of the S&C (Strategy & Convergence) Workstream — operationalizing channel programs including CSP Tier 2 partner migrations, multivendor workflows, and Partner Connect process design built for scale.

• Drive CRM hygiene, pipeline progression, co-sell compliance, and funding unlock disciplines (OCP, ACE, migration credits) across channel partner programs.

• Instrument programs with trackable KPIs and real-time partner health dashboards in Cloud-iQ and CRM — partnering with Sales Ops, RevOps, and Cloud Desk.

• Engage the partner ecosystem through Partner Advisory Board (PAB) touchpoints, webinars, and engagement cadences to capture feedback and land key initiatives.

• Equip field sellers with the plays, tools, and seller-to-seller connections to confidently co-sell.

• Manage a portfolio of strategic, complex programs across the Hyperscaler ecosystem in a matrixed, fast-paced environment.

• Define OKRs and KPIs tied to partner-influenced pipeline, time-to-transaction, partner NPS / Trust Index, ACR growth, and Net New Revenue.

• Champion process improvement and automation that scales across regions — and apply learnings to drive broader field impact.

• Serve as internal SME on the Hyperscaler ecosystem, bringing industry trends and GTM best practices into SoftwareOne’s program design.

Position Requirements

• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision-making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.

• Bachelor’s degree preferred, equivalent experience acceptable.

• 5–7+ years of experience in channel partner programs, GTM strategy, alliance management, or partner enablement — with direct accountability for partner-driven revenue outcomes.

• Deep operational knowledge of the Microsoft Cloud Solution Provider (CSP) program — including Indirect Reseller (Tier 2) and Direct models — and working familiarity with Google Cloud and AWS partner frameworks.

• Proven track record designing and executing co-sell programs, Global Alliance motions, and CSP channel plays at scale across global and regional field teams.

• Experience managing complex, matrixed program workstreams in fast-paced, high-growth environments — navigating ambiguity and maintaining momentum across competing priorities.

• Strong command of CRM pipeline management, partner health reporting, and data-driven decision-making (PowerBI, Excel, CRM platforms).

• Excellent communication skills and comfort engaging stakeholders from field sellers to senior leadership — across both internal teams and Hyperscaler partner organizations.

• Deep understanding of partner ecosystem economics: how co-sell incentives work, how CSP partners are compensated, and how to design programs that align to partner business models.

• Strong organizational skills with high attention to detail and follow-through.

• Expected Travel: 25-30% (partner events, field enablement, annual conferences, and sponsored programs).

Success Criteria

• Partner Influenced Pipeline

• Time-to-transaction in Cloud-iQ

• Partner NPS

• ACR and Cloud Consumption Growth

• Net New Revenue

What we offer

• Generous pay with bonus structure (quarterly or bi-annual depending on the role)

• Independent environment without a lot of red tape where you are empowered to make decisions

• Substantial benefits package that includes:

  • Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness

  • 401k program with employer matching 50% up to the first 10% of employee’s contributions

  • Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice

  • Access to EAP and concierge services plus pre-paid legal at no cost

  • Absenteeism policy that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)

  • Employee stock purchase plan

  • Learning and development opportunities galore, tuition reimbursement, and much more!

• Specific to Nashville-based office employees: company-paid parking

• Winning culture, inclusive environment, and friendly people all over the world

• A remote-friendly organization, with colleagues working remotely either part or full-time

• Target compensation for this role will be $145K - $165K USD (mix of base salary and bonus).