Senior Regional Partner Director
About the role
Camunda is looking for a Regional Partner Manager to own and grow our GSI and RSI partner ecosystem across North America. You will be the primary business owner for a portfolio of strategic partners—driving joint pipeline, co-selling motion, and partner-sourced revenue across your territory.
Responsibilities
Partner Revenue & Pipeline
Own partner-sourced and partner-involved ARR targets for your region
Build and manage a healthy joint pipeline with assigned GSI/RSI partners, including Tech Alliances
Drive deal registration discipline and ensure partner opportunities are accurately tracked and progressed in Salesforce
Collaborate with Camunda AEs to co-sell and accelerate partner-influenced opportunities
Partner Relationship Management
Serve as the primary relationship owner for strategic regional partners
Establish executive, practice, and field-level relationships within partner organizations
Conduct regular business reviews (QBRs) to track performance against joint GTM plans
Identify and resolve partner conflict, escalation, and co-investment gaps
Go-to-Market Execution
Develop and execute joint GTM plans aligned to partner-specific industry verticals and solution plays
Coordinate partner enablement: certifications, deal support, demo readiness, and RFx participation
Work with marketing to drive partner co-marketing programs, events, and demand generation
Support partner delivery quality by connecting delivery teams with Camunda's technical and PS resources
Program & Operations
Maintain accurate partner data, deal registrations, and pipeline hygiene in Salesforce
Contribute to partner tier assessments, capacity reviews, and coverage planning
Requirements
5–8+ years of partner sales, channel management, or alliance experience in B2B enterprise software
Proven track record of meeting or exceeding partner-sourced revenue targets
Experience working with large GSIs (e.g., Accenture, Cognizant, Deloitte, IBM, Capgemini) or regional SIs in a co-sell capacity
Strong understanding of enterprise software sales cycles, deal mechanics, and pipeline management
Fluency in Salesforce (pipeline tracking, deal registration, opportunity management)
Excellent communication, executive presence, and cross-functional collaboration skills
Ability to operate independently in a remote/distributed team environment
What You Bring
5–8+ years of partner sales, channel management, or alliance experience in B2B enterprise software
Proven track record of meeting or exceeding partner-sourced revenue targets
Experience working with large GSIs (e.g., Accenture, Cognizant, Deloitte, IBM, Capgemini) or regional SIs in a co-sell capacity
Strong understanding of enterprise software sales cycles, deal mechanics, and pipeline management
Fluency in Salesforce (pipeline tracking, deal registration, opportunity management)
Excellent communication, executive presence, and cross-functional collaboration skills
Ability to operate independently in a remote/distributed team environment
Success Looks Like (First 12 Months)
Joint GTM plans in place for top 3 partners in each region
Partner pipeline contributing meaningfully to regional ARR
Deal registration acceleration and qualification; Salesforce hygiene in good shape
Executive relationships established at key partner firms
Compensation
We offer competitive, fair, and transparent compensation. Salary ranges are location-based, with Standard and Major markets (global tech hubs) reflecting local competition. The Annual Total Target Cash (base salary + 100% variable target, where applicable) shown below spans from the minimum in a Standard market to the maximum in a Major market.
United States: $233,300.00 to $376,200.00
United Kingdom: £146,500.00 to £241,000.00
Singapore: S$289,800.00 to S$434,700.00
Canada: C$247,700.00 to C$407,500.00
What We Have to Offer
We offer competitive, fair, and transparent compensation.
We invest in your wellbeing, growth, and ability to connect, along with perks that support you no matter where you’re based.
We have a remote & flexible policy.
We have an In-person connection policy.
We have health & wellbeing benefits.
We have financial security benefits.
We have professional growth opportunities.
Equity
We also offer equity (where applicable) through our Virtual Stock Option Plan (VSOP).
Benefits & Perks
Remote & Flexible: Work from anywhere with the setup that suits you, home office budget, co-working space support, and flexible time off to recharge when you need it.
In Person Connection: We invest in meaningful face time through our Annual Kickoff (Vienna in 2025, Madrid in 2026!), team offsites, and Camundi Connection Budgets, including contributing to meetups while travelling, and local gatherings with fellow Camundi.
Health & Wellbeing: Access locally tailored healthcare, Modern Health for global mental wellbeing, and our Live Well Lifestyle Spending Account (LSA), a flexible, global benefit that puts you in control of your whole life, not just work, from: staying active, to caring for family, exploring personal passions, meaningful experiences, and investing in your financial wellbeing.
The Live Well program launches in 2026 and scales to €1,000 annually from 2027.
Financial Security: Retirement and pension plans (often with company contributions), plus life and disability insurance where relevant.
Professional Growth: Up to $/€/£1,000 per year for self-driven learning: courses, certifications, books, you decide!
Company Culture
We are an equal opportunity employer. All qualified applicants will receive consideration without regard to gender, race, ethnicity, religion, belief, sexual orientation, age, disability or any other protected characteristics under applicable law. We are looking forward to your application!