Global Partner Sales Manager - Systems Integrators

Responsibilities

• Own the end-to-end relationship for approximately four named systems integrator partners across sell-to, sell-with, and sell-through motions.
• Run weekly pipeline syncs, monthly business reviews, and quarterly plan refreshes across the partner portfolio.
• Maintain a portfolio health scorecard and reallocate investment based on leading indicators.
• Generate pipeline through joint account targeting, account executive mapping, and deal registration; oversee top opportunities through close.
• Carry an aggregate target for partner-sourced pipeline and influenced ARR.
• Activate partners from signed to producing in under 90 days using enablement, registered deals, and customer references.
• Drive adoption of certification, Claude Code Labs, and solution-starter assets.
• Help partners establish Claude practices with practice leadership, a certified practitioner bench, repeatable offerings, and customer references.
• Build trust with senior partner leadership while maintaining program standards and managing internal AE and solutions architect bandwidth.
• Assess partners against graduation signals and recommend promote, hold, or exit decisions quarterly.

Requirements

• Experience in partner or alliance management, channel sales, or partner-facing business development at a technology company.
• Experience managing a multi-partner portfolio with a quota.
• Experience working with regional systems integrators, boutique consultancies, or digital-native services firms.
• Ability to take a partner from zero to first revenue within a defined timeframe and help build a services practice around a new technology platform.
• Strong operational discipline using CRM tools, scorecards, and structured trackers.
• Commercial acumen across deal registration, referral and resell economics, market development funds, and co-sell execution.
• Bachelor’s degree or equivalent combination of education, training, and experience.

Preferred Qualifications

• 5+ years in partner or alliance management, channel sales, or partner-facing business development.
• Experience at a high-growth AI or cloud infrastructure company.
• Track record of identifying and accelerating breakout partners and individuals.
• Comfort navigating demanding senior stakeholders and communicating investment decisions clearly.
• Familiarity with the Claude ecosystem, LLM API integrations, or enterprise AI deployment.

Compensation

• Annual on-target earnings range: $300,000–$365,000 USD.
• For sales roles, the range includes target sales commissions or bonuses and annual base salary.
• Hybrid policy: staff are expected to work from an office at least 25% of the time; some roles may require more.
• Visa sponsorship may be available.