Strategic Partner Management Lead

Job description

The role will serve as the primary IP MC-E interface to assigned partners, remove internal roadblocks, and coordinate global execution across a matrixed organization, territories, or industry.

Responsibilities

Partner with the GSCO Partner Sales organization to support the largest and most strategic global partners serving the IP MC-E market. Act as the primary IP MC-E interface for assigned partners, coordinating engagement across segment, regional Sales and Pre-Sales, Product Line Management, marketing, services, operations, and technical teams. Enable partners to pursue an aggregate annual sales objective of approximately $50 million by ensuring timely access to the technical, commercial, market, solution, and competitive information needed to build pipeline and close business.

Develop and maintain joint partner plans that define target markets, priority accounts, opportunity pipelines, enablement needs, success measures, and executive engagement. Provide partners with clear IP MC-E value propositions, solution positioning, sales plays, reference material, training paths, roadmap context, and reusable customer-facing assets. Identify internal dependencies, ownership gaps, and execution barriers; mobilize the appropriate teams, escalate when required, and drive issues to closure.

Establish a disciplined operating cadence with partner and internal stakeholders, including pipeline reviews, opportunity support, quarterly business reviews, action tracking, and executive updates. Capture partner and market feedback and translate it into actionable recommendations for IP MC-E business, portfolio, enablement, and go-to-market priorities.

Qualifications

Key Deliverables Joint business and enablement plans for assigned global partners, aligned with IP MC-E priorities and the approximately $50 million annual sales objective. Partner opportunity pipeline, governance cadence, executive engagement plan, and documented escalation path. Partner-ready technical and business information package, including solution positioning, roadmap context, training resources, customer evidence, and reusable sales assets.

Regular partner-performance, risk, dependency, and action-closure updates for IP MC-E leadership.

Qualifications and Experience

Bachelor’s degree in engineering, computer science, telecommunications, business, or an equivalent combination of education and practical experience. Typically 8+ years of relevant experience in strategic partner management, channel or alliance development, business development, Sales, or Pre-Sales. Demonstrated success working with large global partners, system integrators, technology partners, or channel organizations to build pipeline and achieve revenue objectives.

Strong understanding of IP networking solutions and the needs of mission-critical enterprise customers. Experience developing joint go-to-market plans, partner enablement programs, sales plays, and executive engagement plans. Strong executive communication, negotiation, facilitation, stakeholder-management, analytical, and problem-solving skills. Ability to work autonomously, manage competing priorities, remove ambiguity, and drive action without direct authority.

Willingness to travel for partner engagements, customer meetings, business reviews, and industry events. Success Measures Partner-influenced pipeline, sales, and order intake progress against the approximately $50 million annual objective. Improved partner readiness, engagement quality, access to information, opportunity progression, and satisfaction. Faster resolution of internal roadblocks, with clear ownership and fewer route-to-market or execution ambiguities.

Quality and consistency of joint planning, partner governance, executive engagement, and action closure. Positive feedback from GSCO Partner Sales, assigned partners, Regional Sales and Pre-Sales, and IP MC-E leadership.

Key Interfaces Internal

IP MC-E leadership; GSCO Partner Sales; Regional Sales and Pre-Sales; Product Line Management; marketing; services; operations; finance; legal; and technical teams.

External

Priority global partners, system integrators, technology partners, channel organizations, and selected customers.