Senior Manager (Presales) Partner Technology Architecture

Description

The company is hiring a Senior Manager for Partner Technology Architecture to lead a group of Partner Technology Architects who support its global and strategic partners.

This is a first-line people leadership role that stays hands-on. You will coach the team, stay involved in key partner engagements, and take ownership of what the team delivers.

You will turn platform capabilities, AI work, and industry knowledge into standard, outcome-focused offers that partners can build, grow, and sell. Travel for partner, customer, and internal events may reach up to 30%.

Strategic business development and co-innovation are part of the role, but technical pre-sales work remains the team's core. That covering discovery, demos, proof-of-concept leadership, and architecture checks that help partners win customer deals.

Responsibilities

• Lead, coach, and grow a team of Partner Technology Architects by setting clear goals and supporting each person's development against business needs and personal aims.
• Assess team members regularly using direct observation, peer input, and sales feedback.
• Build and maintain a hiring pipeline so the team can meet future demand.
• Handle daily team operations, including scheduling resources, reporting on activity, and reviewing and approving expenses.
• Assign people to partner engagements, joint solution work, and demand generation so the region uses team skills well.
• Set the team's priorities against partner goals and the Global Partners and Alliances organization's goals, and answer for the partner results the team delivers.
• Act as the team's main strategic contact for assigned partners and build trusted relationships with partner executives and practice leads.
• Run joint business planning to line up partner investment, industry focus, and go-to-market priorities across every route to market.
• Advise partners on practice growth, specialization, and readiness for AI-enabled offers.
• Build forward-looking strategies with a clear investment and go-to-market plan covering headcount, training, and tools.
• Shape partner-sourced and partner-influenced pipeline through offer-led strategy and clear differentiation.
• Develop cross-industry go-to-market strategies for new solutions with partners.
• Tie solution strategy to measurable results such as efficiency, growth, ROI, and time-to-value.
• Work with Sales, Services, Support, Marketing, and internal specialists so partners get one consistent experience rather than scattered contact.
• Make sure the team runs technical discovery sessions, executive briefings, and solution demos that speed up partner-led deals, and join these yourself when needed.
• Drive solution strategy that maps partner offers to high-value industry workflows and customer outcomes.
• Oversee partner-led proofs of concept and co-demos that show business value, technical feasibility, and competitive edge.
• Provide technical escalation support on critical partner opportunities at key deal milestones.
• Keep solid working knowledge of enterprise domains such as CRM, IT, Security, and Business Services.
• Champion AI-first solution design, including intelligent workflows, automation, and agent-based use cases.
• Encourage responsible, enterprise-ready AI adoption that follows governance and trust standards.

Requirements

• Required: At least 10 years in pre-sales solution consulting, partner strategy, or enterprise technology advisory, with a track record of leading technical discovery, demos, and partner engagements.
• Required: At least 6 years in leadership, ideally in pre-sales, professional services, or partner-aligned organizations, including building or running pre-sales or partner practices.
• Required: Experience coaching, mentoring, and managing senior professionals, using a structured, team-first approach to goals.
• Required: Proven work with partners such as system integrators, service providers, hyperscalers, or technology alliances.
• Required: Strong executive presence, able to influence VP-level and CXO-level partner stakeholders and work across Enterprise Architects, Technical Architects, Offering Managers, and Directors.
• Required: Ability to link business strategy, industry context, and technology into practical partner growth plans, and to build or scale partner practices, offers, or go-to-market approaches.
• Required: Solid grasp of enterprise platforms and workflow-based solutions, with deep familiarity in at least one technology area such as Cloud, databases, or AppDev.
• Required: Working knowledge of AI use cases, automation patterns, and data-driven workflows, with experience applying AI carefully to processes, decisions, and problem-solving.
• Required: A BA or BS in Computer Science or a similar technical field, or equivalent experience.
• Required: Ability to explain complex ideas clearly to both technical and non-technical audiences.
• Preferred: Experience with the company's platform and its AI capabilities (Now Assist, AI Agents), plus company certifications such as CSA, CIS, or architecture certifications.
• Preferred: Experience building or leading pre-sales or professional services organizations, especially partner-aligned ones.
• Preferred: Experience working with advisory firms, service integrators, service providers, and outsourcers.
• Preferred: Background in management consulting, strategy advisory, or partner business development.
• Preferred: Experience across several partner routes to market, such as C&I, MSP, Reseller, Hyperscaler, and Build.
• Preferred: Familiarity with competing platforms and the ability to explain how the company differs from them.

Conditions

Work persona categories (flexible, remote, or required in office) are assigned based on the type of work and the work location.

To determine work persona eligibility, the company may check the distance between your main residence and its nearest office using a third-party service.