Director, Partner Development Manager

Job description

In this role, the Regional PDM will own a broad set of responsibilities to drive partner performance and business outcomes, in the Americas Region. This includes defining clear revenue and solution milestones and regularly updating plans to reflect evolving priorities and opportunities.

Drive Sales Execution & Pipeline

Lead the partner to execute across all priority solution areas (e.g. AI Copilot, Security, Modern Work). Ensure 100% focus on SME&C by leveraging distributors' digital platforms and breadth reach to scale through reseller channels. Own the sales pipeline with the partner - from demand generation to deal closure - and drive conversion of at least 40% of inbound leads to qualified pipeline through rigorous follow-up and co-selling support.

Manage Indirect CSP Revenue

Oversee and grow the Cloud Solution Provider (CSP) business through the distributor. Track CSP sales performance, address gaps, and implement initiatives to accelerate cloud consumption.

Leverage Programs (MCI, Incentives)

Orchestrate the effective use of partner investments programs to build partner capacity and capability. Ensure programs are well understood and executed by the partner to maximize ROI and partner profitability.

Rhythm of Business & Performance Management

Establish a leading Rhythm of Business (RoB) with the partner, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets (revenue, metric that matters, program execution and all performance metrics ) and set action plans. Create trust and credibility through regular executive touchpoints and by addressing escalations or blockers promptly. Co-develop go-to-market strategies to target new customer acquisition, cloud migrations, and upsell opportunities across their customers.

Partner Coaching and Enablement

Act as a coach and advisor to the distributor's sales and technical teams.

Skilling and Designation Growth

Make partner skilling a habit - work with the partner to build the technical and sales skills of their sales and technical team. Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.

Significant experience in partner management, sales, business development, or partner channel development within the technology industry or a related field.