Partner Business Manager

About the role

The Partner Business Manager serves as a strategic advisor and trusted business partner to channel organizations, helping drive sustainable revenue, profitability, and pipeline growth. You will develop joint business plans, align sales strategies, and create scalable ecosystems that enable partners to sell with, to, and through the organization.

Responsibilities

• Serve as a trusted advisor and subject matter expert to partners such as value-added resellers, distributors, systems integrators, independent software vendors, and managed service providers, helping them identify strategic opportunities aligned with business priorities and emerging market trends.
• Build mutually beneficial joint business plans with partners and lead data-driven sales initiatives designed to increase revenue, profitability, pipeline, market share, and long-term business value.
• Translate global and local business strategies into effective partner-selling approaches, enabling partners to sell with, sell to, and sell through the organization while creating a scalable and sustainable sales ecosystem.
• Develop a deep understanding of partner priorities, industry trends, competitive landscapes, IT environments, investment strategies, technology portfolios, and customer needs in order to differentiate solutions and identify growth opportunities.
• Build and maintain executive-level relationships with one or multiple strategic partners, demonstrating business leadership and creating strong alignment around shared growth objectives.
• Cook up partner-facing sales activities, including sales cadences, education, marketing programs, executive briefings, forecasting, business planning, and customer engagements, while bringing in specialized resources when needed.
• Drive account mapping with partner and field sales teams to align resources, strengthen customer coverage, and maximize the collective value of the broader partner ecosystem.
• Lead the implementation of partner strategies, programs, and systems, influencing partners to increase investment in sellers, solution architects, and other resources dedicated to the technology portfolio.
• Customize products, services, and technology alliance solutions to the needs of partner customers while working toward assigned sales quotas and maximizing value for both customers and the business.
• Identify and develop relationships with prospective new partners when required, increasing partner commitment and expanding the reach of the channel ecosystem.
• Monitor partner sales activity and pipeline development where appropriate, using insights from the sales floor and partner organization to identify opportunities and improve execution.
• Ensure partners understand and comply with applicable Standards of Business Conduct requirements and relevant legal and business obligations.

Requirements

• Hold a university or Bachelor’s degree or possess equivalent professional experience.
• Bring typically 6+ years of sales experience at an end-user account or partner level, including demonstrated experience selling through or to partners in complex business environments.
• Have proven experience working directly with channel partners and understanding the dynamics of reseller, distributor, systems integrator, software, or managed services ecosystems.
• Demonstrate strong technology acumen, with the ability to understand current technology trends, connect them to business strategies, and clearly communicate their value to partners and customers.
• Bring strong sales and account-management expertise, including opportunity identification, solution positioning, strategic planning, pipeline development, quota attainment, and value-based selling.
• Demonstrate financial acumen and the ability to use business and financial fundamentals, including revenue projections and financial performance indicators, to assess opportunities, identify risks, and develop commercially sound plans.
• Have strong sales forecasting skills, with the ability to anticipate partner needs, identify pipeline gaps, and take proactive action to improve sales performance.
• Demonstrate excellent negotiation and conflict-management abilities, with the judgment and influence required to achieve mutually beneficial outcomes across complex business relationships.
• Demonstrate excellent verbal and written communication skills, with the ability to engage effectively with executives, sales teams, technical stakeholders, and external partners.
• Be highly organized and capable of prioritizing multiple initiatives, meeting deadlines, and maintaining momentum in a fast-paced, commercially driven environment.
• Demonstrate creativity, entrepreneurship, and initiative, with the ability to challenge conventional approaches, develop innovative solutions, and proactively advance sales opportunities.
• Be comfortable influencing stakeholders across different levels of an organization and building trusted relationships within both partner and internal communities.

Benefits

• Compensation: USD $199,000–$411,500 annually in California, representing the combined base salary and target-level sales compensation at 100% performance against the sales plan.
• Remote work: The role is designated as Remote/Teleworker, allowing you to primarily work from home.
• Health and wellbeing: Access to a comprehensive benefits offering designed to support physical, financial, and emotional wellbeing.
• Career development: Dedicated programs and opportunities to build expertise, expand skills, and pursue future career opportunities across different areas of the organization.
• Professional growth: Exposure to complex technology portfolios, strategic partner ecosystems, executive stakeholders, and high-impact commercial initiatives.
• Inclusive culture: A commitment to an inclusive environment where diverse backgrounds, perspectives, and individual strengths are valued.
• Strategic impact: Opportunity to influence partner strategy, revenue growth, profitability, pipeline development, and long-term ecosystem expansion.
• Expert-level scope: Responsibility for accounts with a mid-level range of annual revenue and an average or higher-sized sales quota.