Partner Manager Sr

Insight•Toronto, ON

About The Position

The Senior Partner Manager – Emerging Technology & Solutions is responsible for driving execution and alignment of identified partners against Insight’s GTM plays, with a focus on AI platforms, AI‑native ISVs, security partners, and select infrastructure partners. As part of the Partner Alliances organization, this senior role carries specific accountability for activating partners in the field — particularly partners that are not formally managed today but are important to Insight’s technology and solution direction — by aligning them to GTM plays, enabling sales teams, and supporting real customer opportunities. The role operates within a shared cross‑functional GTM operating model used by the broader Partner Alliances team. It does not own broader GTM strategy, campaign execution, or marketing plans, but is accountable for partner execution, readiness, and impact within those motions.

Requirements

Focus on AI platforms, AI‑native ISVs, security partners, and select infrastructure partners.
Activating partners in the field — particularly partners that are not formally managed today but are important to Insight’s technology and solution direction.
Aligning them to GTM plays, enabling sales teams, and supporting real customer opportunities.
Operates within a shared cross‑functional GTM operating model.
Accountable for partner execution, readiness, and impact within GTM motions.
Manage a focused portfolio of partners.
Prioritize partners based on execution value, customer relevance, and solution fit.
Own Insight’s execution‑oriented activities for identified partners tied to defined GTM plays.
Align assigned partners directly to active GTM plays.
Ensure partners are reflected in sales enablement and campaigns.
Translate GTM intent into practical, partner‑specific execution guidance.
Actively support sales execution, especially where partners are new to Insight, non-managed, or less familiar to the field.
Help sellers position partners, support live opportunities, and remove friction that slows execution.
Request and align partner marketing funds or investments to support GTM execution.
Translate partner capabilities into clear, seller‑ready use cases aligned to GTM plays.
Work with Services and Solution line to ensure partner services do not conflict with Insight offerings, scope and dependencies are clear, sales teams know how to qualify and position opportunities, and Insight has the technical capabilities aligned to the focused partners.
Focus on what works in customer environments, not theoretical solution design.
Ensure security partners are positioned as required components within relevant GTM plays.
Ensure infrastructure partners are aligned to AI and security workloads, positioned intentionally as solution foundations, and enabling Insight with technical delivery capabilities.
Provide sales teams with clear guidance on when security and infrastructure partners are essential vs optional.
Maintain a short, intentional list of partners actively aligned to GTM plays.
Drive partners from “Interesting but inactive” to “Actively used in execution”.
Recommend where Insight should increase execution focus, simplify partner overlap, and reduce low‑impact noise for the field.
Engage partner teams to align on execution expectations, support for priority opportunities, and resolution of gaps impacting sales or delivery.
Act as a senior execution resource for Sales, Services, and GTM teams.

Nice To Haves

Some partners do not have formal MDF, marketing, programs or rebate programs.
Lack of funding is not a barrier to partner engagement or prioritization.

Responsibilities

Manage a focused portfolio of partners, including: Identified emerging technology Managed partners, Non-managed partners that are important to Insight’s emerging technology and solution priorities.
Prioritize partners based on execution value, customer relevance, and solution fit, not program maturity or funding availability.
Own Insight’s execution‑oriented activities for the identified partners tied to: Defined GTM plays as identified by the GTM team around AI, security, and infrastructure solution motion.
Align assigned partners directly to active GTM plays, ensuring: Clear articulation of which plays each partner supports, Defined partner role within the play (foundational, enabling, differentiating).
Ensure partners are reflected in sales enablement and campaigns.
Translate GTM intent into practical, partner‑specific execution guidance.
Actively support sales execution, especially where partners are: New to Insight, Non‑managed, Less familiar to the field.
This includes helping sellers position partners, supporting live opportunities, and removing friction that slows execution.
Where appropriate, request and align partner marketing funds or investments to support GTM execution, while recognizing that: Some partners do not have formal MDF, marketing, programs or rebate programs, Lack of funding is not a barrier to partner engagement or prioritization.
This role is accountable for partner execution against GTM plays, not ownership of GTM or Sales enablement/Marketing strategy.
Translate partner capabilities into clear, seller‑ready use cases aligned to GTM plays.
Work with Services and Solution line as appropriate to ensure: Partner services are not conflicting with Insight offerings, Scope and dependencies are clear, Sales teams know how to qualify and position opportunities, Insight has the technical capabilities aligned to the focused partners.
Focus on what works in customer environments, not theoretical solution design.
Ensure security partners are positioned as required components within relevant GTM plays (e.g., AI governance, identity, data protection).
Ensure infrastructure partners are: Aligned to AI and security workloads, Positioned intentionally as solution foundations, Enabling Insight with technical delivery capabilities, Partner services are not conflicting with Insight offerings.
Provide sales teams with clear guidance on when security and infrastructure partners are essential vs optional.
Maintain a short, intentional list of partners actively aligned to GTM plays.
Drive partners from: “Interesting but inactive” → “Actively used in execution”.
Recommend where Insight should: Increase execution focus, Simplify partner overlap, Reduce low‑impact noise for the field.
Engage partner teams to align on: Execution expectations, Support for priority opportunities, Resolution of gaps impacting sales or delivery.
Act as a senior execution resource for Sales, Services, and GTM teams.