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Job Details
Job Summary
The Strategic Partner Executive is responsible for managing and growing high-impact strategic partnerships with key MSP, distributor, and cloud ecosystem partners. This role acts as the executive quarterback across sales, marketing, delivery, and operations to ensure joint go-to-market execution, revenue growth, and a frictionless partner experience.
You will own the partnership, driving both top-line results and long-term strategic alignment through joint business planning, QBRs, partner governance, and field co-sell efforts. Travel expectation is 30%-35%.
Role & Responsibilities
Partner Relationship & Executive Management
- Act as the primary executive point of contact for one of our more strategic channel partners.
- Build and maintain strong relationships across sales leadership, alliance managers, marketing, and delivery organizations.
- Facilitate executive alignment through regular briefings, QBRs, and joint planning sessions.
- Serve as the escalation point for deal conflicts, operational issues, or joint execution blockers.
- Manage and collaborate with a team of resources established to help grow and enable the partnership.
Joint Business Planning & Growth
- Co-develop and execute joint business plans aligned to cloud consumption, services growth, and co-sell motions.
- Define and track shared KPIs using a joint partner scorecard (e.g., pipeline, consumption, GTM plays, services attach).
- Collaborate with partner sales teams to build joint GTM campaigns, launch new solution offerings, and accelerate adoption.
- Identify net-new revenue streams through marketplace programs, incentive funding, or new service lines.
Rules of Engagement & Governance
- Enforce and evolve the partner Rules of Engagement (ROE) framework to protect deal integrity and drive collaboration.
- Ensure deal registration, pipeline transparency, and conflict resolution processes are followed consistently.
- Align with internal sales teams to set clear partner engagement expectations and escalation paths.
Field & GTM Alignment
- Drive field engagement and co-sell execution between internal sales and partner sellers.
- Coordinate demand generation programs, marketing campaigns, and sales enablement.
- Track joint pipeline health, forecast accuracy, and deal velocity.
- Align with hyperscaler field teams (e.g., Microsoft, Amazon Web Services, Google Cloud) to maximize co-sell funding and visibility.
Strategic Insights & Reporting
- Provide executive-level reporting on partnership performance, risks, and growth opportunities.
- Monitor partner health through KPIs: pipeline growth, services attach rate, retention, NPS, and MDF utilization.
- Identify strategic sales plays, new solution areas, or partnership growth opportunities.
- Influence GTM strategy based on partner and industry insights.
Success Criteria
- Joint financial impact, revenue growth & cloud consumption
- Net-new logo acquisition through partner-sourced pipeline
- GTM plays launched and converted
- Customer retention and CSAT
- Compliance with ROE and deal protection standards
- QBR performance and executive alignment cadence
Organizational Alignment
- This role will be reporting to the Channel Sales Director.
What we offer
- Generous pay with bonus structure
- Independent environment without a lot of red tape where you are empowered to make decisions
- Substantial benefits package that includes:
- Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
- 401k program with employer matching up to 4% of employee’s contributions
- Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
- Access to EAP and concierge services
- Abundant time off that includes paid holidays, and a flexible PTO policy.
- Learning and development opportunities galore
- Tuition reimbursement
- And much more!
- Winning culture, inclusive environment, and friendly people all over the world
- A remote-friendly organization, with colleagues working remotely either part or full-time
As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.
SoftwareOne is a leading global software and cloud solutions provider that is redefining how organizations build, buy and manage everything in the... Read more