Strategic Partner Executive

SoftwareOne

1d•Hybrid

About The Position

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%.

Requirements

7+ years of experience in strategic partnerships, alliances, or channel leadership roles.
Proven track record of driving joint revenue growth and co-sell motions with MSPs, ISVs, or cloud ecosystem partners.
Deep understanding of hyperscaler partner programs (Microsoft CSP, AWS MAP, Google Partner Advantage, etc.).
Strong relationship management, negotiation, and executive presence skills.
Ability to manage complex multi-stakeholder engagements with precision and diplomacy.
Excellent communication, presentation, and strategic planning skills.

Nice To Haves

Experience in a cloud distributor, hyperscaler, or MSP ecosystem leadership role.
Familiarity with deal registration platforms, ROE frameworks, and joint scorecard execution.
Comfortable with financial modeling, partner incentive programs, and performance reporting.
Bachelor's degree in business, technology, or related field; MBA a plus.

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.

Benefits

Generous pay with bonus structure
Independent environment without a lot of red tape where you are empowered to make decisions
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
Winning culture, inclusive environment, and friendly people all over the world
A remote-friendly organization, with colleagues working remotely either part or full-time