Partner Sales Manager

Essential Functions

• Personally own a quota for partner-sourced bookings and be accountable for moving deals through the full sales cycle, from first introduction through signed contract.
• Create partner-facing sales enablement materials (one-pagers, pitch decks, ROI tools) and train partners to use them effectively. Support joint account planning and opportunity prioritization with select strategic partners.
• Identify and pursue new business opportunities through strategic partners, industry relationships, and targeted market outreach, leading a complex sales cycle from early discovery and solution shaping through negotiation and close.
• Act as the sales lead on partner-engaged opportunities, collaborating cross-functionally with Sales, Engineering, Product, Marketing, Legal, and Operations to structure and execute deals.
• Build relationships with partner sales reps, account managers, and technical teams to generate and move deals forward.
• Gather marketing intelligence, proprietary insights, and deal feedback via customer and partner interviews and meetings.
• Represent the company in customer meetings, partner engagements, and relevant industry events.
• Maintain accurate pipeline, forecasting, and opportunity management in CRM systems.

Required Education, Experience, and Qualifications

• Bachelor’s degree in Business, Marketing, Engineering or other related program
• 5+ years of experience in enterprise B2B sales, strategic accounts, or partner-influenced sales roles
• 2+ years’ experience and proven success in selling new, complex, integrated solutions which require education as part of the sales process
• A network of relationships within the supply chain and logistics ecosystem, including direct work experience with Warehouse System Integrators / Robotic System Integrators / Material Handling Equipment manufacturers
• Understands key logistics challenges in the parcel, general merchandise, and 3PL environments
• Excellent communication, listening and organizational skills. Able to professionally manage many priorities at once and use active listening to identify opportunities for mutual benefit
• A creative, problem-solving mindset and a collaborative approach to sales and partnerships
• Demonstrates a commercial understanding of value-based selling (i.e. ROI, payback period, and NPV calculations)
• Excellent verbal, written, and presentation skills

Preferred Education and Experience

• Bachelor’s degree in Sales, Marketing, or related field
• Experience with partner/channel sales enablement
• Experience with marketing, including content creation and campaign development
• Understanding of potential industry specific business processes, drivers, and issues to be addressed during the sales cycle
• Prior experience selling novel solutions, including robotics