Partner Sales Manager II, Enterprise West

Box•San Francisco, CA

2d•Hybrid

About The Position

Box is a leader in Intelligent Content Management, enabling organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations. Our mission is to bring intelligence to content management and empower customers to transform workflows. With the combination of AI and enterprise content, there is a significant opportunity to transform how the world works together, and Box is at the forefront of this shift.

Requirements

3+ years of experience in partner sales, channel management, or enterprise sales within the SaaS or cloud ecosystem.
Proven track record of owning a territory and executing partner-attached deals in a channel, partner, or field sales environment.
Strong deal-management instincts: comfortable driving opportunities to close and removing blockers.
Experience working across the Box partner types (resellers, distributors, SIs, cloud marketplaces, ISVs) with a deep understanding of them.
Experience working with and through various vertical sales teams.
Strong executive presence and ability to influence stakeholders at all levels (internal and external).
Salesforce proficiency and comfort with partner-attached pipeline.
Self-directed and accountable - comfortable owning a number and a territory end-to-end.
Based in the Box Enterprise West region, with the ability to travel as needed (~25%).

Nice To Haves

Prior RPM, channel sales, or partner-attached deal execution experience.
Familiarity with SaaS indirect sales motions and cloud marketplaces.
Established relationships with partners and customers across the Western US.
Familiarity with content management, security, collaboration, or digital transformation solutions.

Responsibilities

Own and execute partner-attached deals across the Enterprise West territory, working alongside the in-region Enterprise sales team to drive opportunities to close.
Work partner-agnostically across resellers, distributors, SIs, cloud marketplaces, and strategic ISVs - matching the right partner motion to each deal in the West.
Drive deal progression: remove blockers, coordinate partner and field activity, and push opportunities through the sales cycle.
Manage end-of-quarter execution for the territory, including reseller transaction paths and deal logistics, to ensure deals land cleanly.
Own the partner-attached number for the Box Enterprise West pod, with full accountability for pipeline build, deal progression, and close.
Develop and maintain a territory plan that aligns partner capacity to the priority accounts and opportunities in Enterprise West.
Build durable working rhythms with the Enterprise West AEs, RVP, and broader pod - embedded in the team’s cadence, forecast, and QBRs.
Drive consistent partner-attached coverage across the territory, ensuring no priority opportunity goes uncovered.
Work closely with Box’s Enterprise West Account Executives and the West RVP to align partner motions to priority accounts and opportunities.
Act as the “Partner Subject Matter Expert (SME)” to the West sales team on partner capabilities, programs, and deal structuring.
Drive joint account planning, opportunity mapping, and multi-touch engagement strategies with partners across the Enterprise West book.
Influence and support deal cycles by incorporating partners to enhance Box’s value proposition.
Deliver regular pipeline reviews and partner performance updates to West sales leadership and Partner Sales leadership.
Submit weekly partner-attached forecast for the Enterprise West pod, following the standard partner forecast process (Commit / ML / Best Case, with deal-backed path to target).
Apply deal-level judgment on opportunities in the territory, including a clear view of what it takes to bring deals into the forecast.
Partner with internal stakeholders including Marketing, Sales Operations, Deal Desk, Legal, and Product to support partner execution and scalability in the West.
Collaborate with partner solutions engineers, marketing, and enablement teams to support execution.
Ensure compliance with Box’s partner policies and programs, and advocate for continuous improvement.
Stay informed on industry trends, partner landscape, and competitor moves across the Enterprise West region.
Represent Box at partner events, industry conferences, and joint customer engagements in the West.