Enterprise GTM via Partnerships

About the Role

The company is pivoting into the $500B+ RPA market, leveraging a partner ecosystem to break into enterprise accounts. This role will focus on building and scaling a partner-led go-to-market (GTM) motion, targeting system integrators (SIs), technology alliances, and regional resellers to drive enterprise adoption.

Responsibilities

• Identify, prioritize, and engage three tiers of partners: Strategic SIs (large consultancies advising on RPA strategy), Technology alliances (complementary platforms in enterprise stacks), and Regional resellers (geographic coverage).
• Develop joint use cases, competitive battlecards, and sales playbooks tailored for partner client contexts to enable partner-led sales.
• Track referral attribution in CRM, ensuring every partner-influenced deal is flagged and measured.
• Build and maintain a flywheel effect: partners who successfully implement the product become advocates, and each enterprise deployment creates reference accounts for the partner network.
• Conduct quarterly business reviews with strategic partners to sustain momentum and alignment.
• Establish the partner channel as the primary source of enterprise pipeline, driving simultaneous account openings through SI relationships.
• Ensure business stickiness by fostering partner investment in the product’s long-term success, beyond the initial sale.

Requirements

• Experience in GTM or Revenue Operations (RevOps), particularly in partner-led sales or ecosystem development.
• Proven ability to build and scale partner programs, including system integrators, technology alliances, and resellers.
• Strong understanding of enterprise software sales, especially in the RPA or automation market.
• Proficiency in CRM tools (e.g., HubSpot, Partner CRM) for tracking and attributing partner-influenced deals.
• Ability to create enablement materials such as joint use cases, battlecards, and playbooks.
• Experience conducting business reviews and maintaining strategic partner relationships.

Tools

• HubSpot
• Partner CRM
• Enablement Platform