Partner Sales Enablement (Channel)

Job Summary

SoftwareOne is building the partner-powered pipeline engine of the future. We are seeking a dynamic individual contributor to develop and deliver a high-impact enablement program for our channel partner seller community.

Role & Responsibilities

• Develop and lead end-to-end partner sales enablement programs – including training curricula, sales playbooks, certifications, enablement workshops, and play-based selling sessions – that equip partner sales teams with consultative, outcome-driven selling skills (e.g. AI solutions sales), emphasizing repeatable AI offers (not one-off projects) and reinforcing that AI services are not sold like traditional product licenses.

• Ensure partner sellers are aligned with our company’s direct sales enablement frameworks and sales motions, leveraging existing best practices, sales plays, and rules-of-engagement training. Champion a consistent approach so that partner sellers adopt the same AI-focused, value-selling methodologies and GTM frameworks as our internal teams.

• Collaborate closely with Sales, Marketing, Product, Services, and Channel Program teams to incorporate the latest channel program updates, cloud Tier-2 model changes, and customer/market insights into partner enablement materials. Translate changes in our cloud partner (CSP Tier-2) model, partner incentives, and channel programs into actionable enablement content for partner sellers.

Job Requirements

• Sales Enablement & Training Expertise: Proven experience designing and delivering impactful sales enablement programs (e.g., training curricula, playbooks, workshops, certifications) for B2B sales or partner teams, with the ability to scale content across large partner audiences. Familiarity with adult learning principles and recognized sales enablement methodologies (e.g., consultative/value-based selling frameworks) is a strong asset.

• Channel Go-To-Market Knowledge: Deep understanding of modern channel sales models – including cloud distributor/Tier-2 programs (e.g., CSP) and partner program mechanics – with the insight to align partner selling motions to our direct sales frameworks. Knowledge of partner co-selling and channel incentives is essential for success in this role.

• AI & Cloud Solution Acumen: Solid working knowledge of cloud services and AI-driven solutions from a sales perspective, with an understanding that AI and high-value services require a consultative, outcome-focused selling approach (distinct from transactional product licensing). Able to translate complex AI/cloud value propositions into practical training and repeatable sales plays for partner sellers.

• Enablement Content Development: Strong content creation and curriculum design skills – adept at developing engaging, scalable training materials and programs tailored to partner seller needs (e.g., AI sales training, sales plays, certifications, workshops) that drive measurable improvements in partner sales readiness and pipeline generation.

• Cross-Functional Collaboration & Results Orientation: Excellent collaboration and communication skills to work seamlessly with internal teams (Sales, Marketing, Product, Services, Channel Programs) and partners. High degree of ownership and accountability, with a track record of driving measurable partner-influenced pipeline and revenue growth by executing quickly and adjusting enablement strategies based on data and feedback.

• Platform Administration & Technical Fluency: Deep familiarity with partner portals, Learning Management Systems (LMS), and Sales Enablement tools (e.g., Docebo, Highspot, Seismic, or MindTickle). You must be able to manage content syndication, user access, and system integrations.

• Instructional Design & Content Delivery: The ability to translate complex product training and go-to-market strategies into scalable, modular, and engaging digital formats (certifications, micro-learning, and video tutorials).

• Partner Journey Mapping: Understanding the partner lifecycle—from onboarding and training to specialization and co-selling. You must tailor delivery methods to meet partners exactly where they are in their growth.

Success Criteria

• Program delivery & reach (First 6 months)

• Partner Sales Readiness

• Pipeline & revenue influence

• Alignment & content quality