Partner Sales Manager, Systems Integrators

Upsun

10d•Remote

About The Position

As Partner Sales Manager, Systems Integrators, you’ll build and grow Upsun’s business with systems integrators and larger digital agencies across North America. This quota-carrying role offers the opportunity to shape a new category and go-to-market from the start. You’ll focus on partners that fit Upsun’s Ideal Partner Profile: established technical teams that already run software factories to deliver custom applications for their clients. You’ll sell to CTOs, lead developers, and software architects. The role involves identifying and prioritizing systems integrators and larger agencies, managing the complete sales cycle, forecasting and maintaining Salesforce data, and helping partners turn initial projects into repeatable delivery practices. You’ll work with Agency Partner Managers on opportunities, renewals, and expansions, bring partner feedback to Product, and meet partners in person through visits, roadshows, and regional events. This role is remote and is open to candidates in Canada or the United States who are legally authorized to work in those countries. Upsun cannot provide visa sponsorship. The interview process includes five video interviews on Google Meet, and all roles require background checks.

Requirements

At least 5 years of experience selling to or through systems integrators, consultancies, or digital agencies at a SaaS, cloud, or developer-tools company.
A record of meeting new-business targets.
Understanding of how systems integrators and agencies build and run custom applications, including Git, CI/CD, environments, modern frameworks, and cloud platforms.
Understanding of how AI-generated code is reshaping the software development lifecycle, and ability to learn new technologies quickly and engage credibly with technical stakeholders.
Ability to communicate the full value proposition in customer-relevant terms to stakeholders ranging from CTOs to CFOs.
Comfort with pricing, commitments, contracts, procurement, and finance discussions.
Ability to scope pilots with clear success criteria and turn them into committed, recurring programs.
Ability to build long-term trust with partner executives, practice leads, and technical leads.
Ownership and initiative in managing a territory, identifying opportunities, and collaborating with Agency, Solutions Engineering, Product, and Marketing teams.

Responsibilities

Use the Ideal Partner Profile to identify, qualify, and prioritize systems integrators and larger agencies across North America, including existing partners and new prospects.
Own the full sales cycle, including pitching, discovery, pilot scoping, and closing deals with technical stakeholders and procurement and finance teams.
Maintain accurate Salesforce records and report on pipeline, wins, and partner health.
Help partners turn initial projects into repeatable delivery practices, working with Solutions Engineering and Product.
Work with Agency Partner Managers on opportunities, renewals, and expansions at shared partner accounts.
Bring feedback from systems integrators and agencies to Product to inform the roadmap and partner programs.
Visit partners, run roadshows, and represent Upsun at regional events to strengthen relationships and increase visibility in the systems integrator and agency ecosystem.