National Partner Sales Manager - SHI and Dell - Austin

Omnissa

8d•Remote

About The Position

We are Omnissa! Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost. Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. What is the Opportunity: The Partner Sales Manager (PSM) at Omnissa is a compelling opportunity for a sales professional with a proven track record of success driving revenue through 2 major partners, SHI and Dell, who wants to play a critical role in building an industry‑leading EUC channel. This role owns the SHI and Dell relationships across 7–10 aligned field sales teams within the assigned territory. The PSM is responsible for developing and executing the SHI and Dell go‑to‑market strategies, strengthening executive and field‑level relationships, and driving consistent, partner‑initiated pipeline and revenue. You will partner closely with Omnissa Field Sales, Systems Engineering, Partner & Field Marketing, Alliances, and broader partner teams to execute joint sales motions and exceed regional quota expectations.

Requirements

10+ years of experience in channel sales or partner management, with deep focus on the SHI and Dell relationships
Hunter mindset with the ability to engage and influence partner executives
Executive‑level relationships within SHI and Dell and the broader reseller ecosystem
Strong understanding of the reseller business model and Omnissa’s role within it
Collaborative team player able to work cross‑functionally across sales, marketing, and alliances
Consistent record of quota achievement and over‑performance
Salesforce.com expertise
Ability to travel 50%+ as required

Nice To Haves

Demonstrated success developing and scaling business with SHI and Dell
Strong experience in quarterly and annual sales planning
Proven ability to execute joint marketing and demand‑generation initiatives
History of activating, growing, and sustaining partner‑driven sales motions
Effective at executing channel programs, sales plays, and enablement initiatives
Strong presence and credibility at reseller and end‑customer events
Excellent analytical, forecasting, and pipeline management skills
Self‑driven, highly motivated sales professional with a strong sense of ownership
Trusted partner with an established reputation and relationships within SHI and Dell
Confident presenter, comfortable leading executive‑level discussions, partner trainings, and customer events
Skilled at identifying opportunities, influencing SHI and Dell sellers, and closing joint deals in close alignment with Omnissa account teams

Responsibilities

Own and expand the SHI and Dell relationships to drive partner‑initiated pipeline growth and qualified “at‑bats” for Omnissa solutions
Execute joint business planning, account mapping, and sales engagement motions between SHI or Dell and the Omnissa field sales teams
Drive SHI and Dell‑led demand generation, marketing, and campaign execution within the assigned region
Enable SHI and Dell field sellers and SEs through structured training, enablement sessions, and ongoing engagement
Leverage established executive and field relationships within SHI and Dell to increase mindshare and position Omnissa as a strategic EUC partner
Partner closely with Regional Sales Managers and sales leadership to accelerate revenue across national and regional SHI and Dell motions
Develop and execute a regional business plan aligned to SHI and Dell priorities as well as Omnissa's growth goals
Articulate Omnissa’s value proposition and competitive positioning clearly to both partners and end customers
Manage deal registration, non‑standard pricing, SPIFFs, and partner sales processes
Consistently meet and exceed assigned territory quota