Partner Business Manager, Software Sales

Description

The role is hybrid, with an average of 2 days per week in a company office.

The company helps customers manage data and applications across edge and cloud environments.

This Software Sales Partner Business Manager role leads the networking business's Cloud as a Channel approach, a strategic way to reach customers through cloud marketplaces and hyperscaler ecosystems.

The job combines software sales, channel work, hyperscaler relationships and business development. You will build new routes to market, bring in software revenue and make it simpler for customers and partners to buy networking solutions.

This is a builder role rather than a traditional partner management job. You will launch an early-stage route to market, enable sellers and partners, build pipeline, support key deals, remove blockers, track results and scale what works.

The ideal person has strong commercial judgment and experience in channel sales, business development, enterprise software, cloud marketplaces or hyperscaler ecosystems. They work well across complex organizations, influence people without formal authority and turn strategy into measurable results.

Responsibilities

• Lead the networking business's Cloud as a Channel strategy, setting up cloud marketplaces and hyperscaler ecosystems as scalable sales routes for its software and subscription offerings.
• Run go-to-market plans on AWS Marketplace, Microsoft Azure Marketplace and Google Cloud Marketplace.
• Find customers, partners and deals where Cloud as a Channel can open new buying paths, speed up transactions or add software business.
• Build and manage a qualified pipeline, working with sales organizations, partners and hyperscalers to move deals forward.
• Create repeatable sales plays that show sellers and partners when and how to use Cloud as a Channel.
• Drive adoption among field and partner teams through targeted enablement, campaigns, deal identification and hands-on support.
• Work with hyperscalers and internal stakeholders on joint go-to-market plans, co-selling and marketplace growth.
• Turn successful use cases into plays that can scale across partners, regions and customer segments.
• Own defined workstreams in the networking business's strategic hyperscaler collaborations, including AWS, turning objectives into go-to-market actions, partner engagement, pipeline and marketplace deals.
• Coordinate hyperscalers, sales teams, channel partners and internal groups to speed execution.
• Find ways to grow joint customer engagement and Cloud as a Channel adoption.
• Track performance, spot execution gaps and recommend steps to speed results.
• Help expand Enterprise Agreement adoption through partners as a complementary software sales approach.
• Work with Partner Account Managers, channel teams and Geo sales organizations to find and develop EA deals.
• Support partner enablement and seller activation around the networking EA value proposition.
• Help partners and sellers identify customers who would benefit from a longer-term, strategic way to buy and use networking software.
• Apply lessons from EA work to strengthen partner-led software sales and recurring revenue.
• Incubate and scale new routes to market, with Cloud as a Channel as the main focus.
• Test new commercial and go-to-market approaches and turn successful pilots into repeatable sales motions.
• Build business cases, sales plays, partner motions and activation plans for new opportunities.
• Set success measures, track results, record lessons and refine programs using feedback from the field, partners and customers.
• Work with regional and global teams to move proven initiatives into scalable Geo execution.
• Keep looking for openings across marketplaces, hyperscaler ecosystems, consumption models, EAs and partner-led selling.
• Build relationships with key channel partners, sales leaders, hyperscaler contacts and cross-functional teams.
• Equip sellers and partners with positioning, resources and tools to engage customers.
• Build enablement and activation programs that can be copied across markets and partner communities.
• Share winning plays and best practices across the networking global sales and channel organizations.
• Monitor pipeline, marketplace transactions, software revenue, partner engagement and other key indicators.
• Set an operating rhythm covering performance, opportunities, risks and priorities.
• Use data and market insight to find growth areas and problems that need intervention.
• Give leadership clear, actionable performance views and recommendations.
• Track progress on hyperscaler objectives and wider Cloud as a Channel priorities.
• Measure EA pipeline and adoption as part of the wider software and channel business.
• Find and remove friction in the Cloud as a Channel sales journey.
• Work across sales, channel, operations, business development and other teams to simplify marketplace deals and related commercial processes.
• Find ways to scale through process simplification and automation.
• Turn seller, partner and customer feedback into action.
• Support improvements to EA sales processes where they overlap with your channel and software work.

Requirements

• 6+ years in technology sales, channel sales, partner management, business development or a related field.
• A proven record of growing revenue through channel partners, strategic partnerships or complex enterprise technology sales.
• Experience with resellers, distributors, systems integrators, hyperscalers or other technology partners.
• Experience building sales strategies, joint business plans or partner growth programs.
• Strong grasp of channel sales models, including selling with, to and through partners.
• Strong understanding of cloud marketplaces and hyperscaler ecosystems as enterprise buying channels.
• Strong commercial and business development mindset, able to turn opportunities into pipeline and revenue.
• Comfortable working in an incubation setting where business models, processes and sales motions keep changing.
• Proven ability to influence sales teams and stakeholders without direct authority.
• Able to move between strategy and hands-on work.
• Strong pipeline, business analysis and performance management skills.
• Excellent executive communication, presentation, negotiation and relationship skills.
• Strong analytical and problem-solving skills, with a focus on action and measurable outcomes.
• Able to manage competing priorities independently while working across geographically spread teams.
• Able to turn high-level business goals into practical sales initiatives.
• Familiarity with Enterprise Agreements, SaaS, software licensing, subscriptions and recurring-revenue strategies.
• Understanding of networking technologies, enterprise software and the wider IT partner ecosystem.
• Bachelor's degree preferred; equivalent professional experience is accepted instead.
• Experience selling enterprise software, subscriptions or networking technology is preferred.
• Experience with cloud marketplaces such as AWS Marketplace, Microsoft Azure Marketplace or Google Cloud Marketplace is highly desirable.
• Knowledge of cloud marketplace go-to-market strategies, co-sell motions and cloud consumption models is preferred.

Conditions

The role is hybrid, with preferred locations in Houston, TX; Sunnyvale, CA; or San Jose, CA.

Candidates outside those locations may be considered depending on business needs and applicable work arrangement rules.

Occasional business travel may be required, typically one to two times per quarter.

Annual base plus target pay ranges from USD 203,000 to 420,000 in California and USD 178,500 to 420,000 in Texas.

This range covers combined base and target sales pay if the hire reaches 100% of the sales plan, split 60% base and 40% target-level sales compensation. Offers may vary by location, experience, education, training or skill level.

The company is an equal opportunity employer and follows laws on the use of arrest and conviction records.

Benefits

• A broad benefits package supporting physical, financial and emotional wellbeing for employees and their loved ones.
• Career development programs to help you reach your goals, from becoming a subject expert to moving into another division.
• US benefit details are available on the company's new-hire enrollment site.