Sr Manager - Software Portfolio Channel

Description

The company is a billion-dollar business based in Research Triangle Park, NC, and the installed market share leader in retail store solutions.

The company serves many of the top ten global retailers and hundreds of grocery, hospitality, convenience, and specialty customers worldwide, the latter largely through strategic partners that need a packaged solution and partner enablement.

As Senior Manager in the Software Portfolio Organization, you report to the Executive Director of Software Portfolio and work with the ELERA Portfolio Owners and Product Managers. You own ELERA Channel, the business vertical that takes the retail commerce suite to market through a curated global partner network.

Your job is to build that packaged offering, set up the partnerships to sell and deliver it, and answer for the revenue it brings in.

Responsibilities

• Own channel and partner-sourced revenue, including targets, pipeline, and results, and report on them in portfolio business reviews.
• Define the packaged ELERA channel offering: its scope, its target buyer, and the standards that keep delivery repeatable for partners.
• Build the partner program from recruiting through qualification, onboarding, certification, and ongoing enablement, so partners can sell and deliver ELERA on their own.
• Recruit and grow partners such as regional experts, implementation partners, systems integrators, resellers, and software partners.
• Set the commercial model: partner pricing, margins, revenue share, and terms that work for both sides.
• Decide what partners need to succeed alone, such as enablement content, training, reference architectures, deployment guidance, and playbooks.
• Take new solutions through the funnel from concept to lifecycle and manage the backlog for the offerings you own.
• Coordinate sales, marketing, services, and product so the partner model works internally, including where it overlaps direct sales.
• Pass market signals into the portfolio and identify which needs raised by channel customers the product should address.
• Extend ELERA into new regions through partners, starting with Latin America, using the practice and reference customers the portfolio team builds.
• Speak for the channel to partners, retailers, and executives, holding your position, defending it, and negotiating to an outcome.

Requirements

• Bachelor's degree plus 12+ years of functional experience, or equivalent experience.
• 12+ years of relevant experience, including several years in channel, alliance, or partner leadership.
• 10+ years of relevant experience, with several years in channel, alliance, or partner leadership.
• Proven accountability for revenue and business outcomes in a channel, partner, or indirect business, with specific results you can describe.
• Experience building a partner or channel program from an early stage, not only running a mature one.
• A record of recruiting, enabling, and growing partners such as systems integrators, resellers, implementation partners, or independent software vendors.
• Experience defining or managing a packaged, standardized offering meant for wide adoption, with limited customization and heavy partner enablement.
• Experience working across sales, marketing, services, and product to make an indirect model function and to clear blockers.
• Experience working directly with senior external partners and internal executives, holding a position under pressure and negotiating to a decision.
• Demonstrated use of AI-driven work methods and self-directed learning of new tools as they change.
• Preferred: point-of-sale, retail technology, or enterprise commerce domain experience.
• Preferred: experience driving software sales in Latin America or other developing regions through partnerships.
• Preferred: experience serving mid-market or lower-tier segments with limited customization and heavy enablement.
• Preferred: experience operating within a defined portfolio governance model, including prioritization rubrics, capacity tradeoffs, and formal change control.

Benefits

• Competitive salary.
• Group health plan covering medical, dental, and vision.
• Employee assistance programs.
• Pre-tax spending accounts.
• 401(k) plan with company match.
• Company-provided life insurance.
• Pet insurance.
• Employee discounts.
• Generous paid holiday schedule, plus paid vacation and sick or personal days.