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Role Description

We are seeking an experienced, hands-on Partner Sales Leader to lead and scale our go-to-market execution in the US northeast region. This is a high-impact role for someone who thrives at strategy and execution and actively drives day-to-day engagement with key VAR partners. There is also the regional coordination of opportunities management with MSP & GSI partners. You will be accountable for developing the regional partner plan, executing against revenue targets, expanding partner relationships, and enabling scalable growth through repeatable sales motions and bundled service offerings. This role suits a commercial leader who’s equally comfortable setting direction and rolling up their sleeves. This is a regional channel manager role with leadership of an initial set of 4+ established VAR partners in an overlay position, and potential for partner expansion.

What you’ll do:

• Go-to-Market Strategy & Execution
  • Identify priority markets, partner profiles, and high-potential sales and service offerings.
  • Define and roll out sales plays, commercial models, and performance KPIs for scalable growth with your partners.
  • Establish repeatable approaches for bundling, co-selling, and partner-led revenue generation.
• Partner & Channel Development
  • Build and maintain trusted relationships with both existing and prospective partners. This may include VAR, GSI, MSP or tech alliance partnerships.
  • Position and communicate value-led, solution-centric offerings tailored to the markets BigID competes in.
  • Support partners with enablement programs, sales collateral, and joint go-to-market planning.
  • Lead commercial negotiations, including pricing structures and long-term agreements.
• Sales Leadership & Execution
  • Actively engage in the full sales lifecycle—from qualification and proposal development to deal closure.
  • Drive both direct and indirect sales opportunities, leveraging channel synergies and co-sell motions.
  • Represent the northeast business in partner reviews, pipeline discussions, and key client meetings.
  • Maintain ownership of regional forecasting, pipeline reporting, and performance tracking.
• Market Insight & Feedback
  • Stay close to the market to provide insight on trends, competitor activity, and partner needs.
  • Feed strategic input into product and partner teams to shape roadmaps and growth initiatives.

Qualifications

• 8+ years’ experience in enterprise sales or partner/channel leadership, within the VAR, GSI, Cloud, or SaaS ecosystem.
• Understanding of Channel company structures and areas of influence both within and through the client partners to end users.
• Deep understanding of VAR business models, pricing, sales cycles, and bundling approaches.
• Experience launching or scaling partner service offerings in North American markets.
• Proven success developing and executing regional go-to-market strategies in complex, multi-market environments.
• Track record of closing complex, multi-year deals and building trusted executive-level relationships.
• Strong commercial and negotiation skills, with a structured and outcome-oriented mindset.
• Ability to thrive in a fast-paced, matrixed, and entrepreneurial environment.
• Excellent verbal and written communication, presentation, and influencing skills.

Benefits

• Work from home with a global remote-first community.
• Global Culture Corner.
• Flexible PTO and Quarterly Volunteer Days.
• Equity Participation.
• 100% employer-covered medical, dental, and vision options available to you.
• Additional insurance benefits like pet insurance and legal assistance.
• Learning & Development Opportunities.
• Fidelity Employer Sponsored 401K.
• Paid Parental Leave.