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Role Description
We are seeking a strategic and results-driven Partner Sales Manager to identify, recruit, and nurture high-value partnerships that drive business growth. This role involves evaluating potential partners based on market fit and growth potential, executing engagement tactics, and managing the full partner lifecycle from recruitment to activation. The ideal candidate will assess partners' willingness and ability to drive new business, facilitate joint go-to-market (GTM) planning, and negotiate partnership agreements that align with company objectives. Additionally, they will oversee onboarding, enablement, and ongoing relationship management to ensure active participation in co-development initiatives and revenue-generating activities.
Responsibilities
- Identify and evaluate potential partners based on strategic fit, market presence, and growth potential
- Build and execute engagement tactics to recruit ideal partners alongside Partner program Enablement & Marketing
- Assess partners willingness and ability to drive new growth
- Manage partner progression through recruitment, onboarding, and activation
- Build and nurture relationships with partners and SIs, understanding their business needs and aligning them with the company's offerings; ensuring active participation in program and solution co-development
- Drive joint GTM planning working sessions and deliverables alongside partner
- Negotiate partnership agreements, ensuring alignment of goals, responsibilities, and terms
- Perform onboarding activities; enable and activate partners to the point of regularly occurring transactions
Requirements
- 5+ years of Channel Sales experience in a closing role
- Strong track record of meeting sales objectives such as quotas, KPI/OKR’s and other productivity metrics.
- Strong SaaS, Technical and Commercial acumen
- Prior IT Selling experience
- Strong negotiation and prospecting skills
- Bachelor's Degree or equivalent required
- Capability to work in a Virtual First environment
- Ability to synthesize information and proactively build a plan of attack.
- Strong cross-functional collaborator who works well in a team setting.
Preferred Qualifications
- Experience scaling new partnerships from start to consistent revenue production
- Experience selling AI focused solutions via the Channel
- Executive Presence - ability to align with senior/executive level leadership and create and operate with equal business stature.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$218,800—$296,000 USD
US Zone 3
$194,500—$263,100 USD
Dropbox Colorado, USA Office
CO, United States
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
