Strategic Partner Manager

• Develop and execute regional partner strategies aligned to business objectives
• Drive partner-influenced pipeline through structured co-sell motions, account mapping, and territory alignment
• Increase bookings, improve win rates, and accelerate opportunity progression
• Coordinate with Hyland sellers and partner teams throughout the full sales cycle
• Ensure partners are actively engaged in priority accounts and live opportunities
• Build and maintain strategic relationships with partner sales teams, leadership, and key stakeholders
• Deliver enablement support including sales plays, solution positioning, and qualification guidance
• Maintain visibility into partner-related pipeline and contribute to forecasting efforts, pipeline reviews, and deal inspection cadence
• Identify and escalate execution gaps, capability risks, and blockers
• Collaborate with Sales, Solutions Engineering, Product Management, Marketing, and cross-functional GTM teams
• Execute pipeline-generating programs and scale successful partner plays across regions and segments
• Conduct regular business reviews and performance assessments with partners
• Capture co-sell effectiveness feedback and communicate insights internally to influence product direction and improve partner engagement

• 7–10 years of experience in enterprise software sales, partner sales, strategic partnerships, business development, or a related GTM discipline within complex enterprise technology environments
• Demonstrated experience developing and executing co-sell motions and joint go-to-market strategies
• Strong understanding of enterprise sales cycles and indirect go-to-market models
• Experience working with ISVs, GSIs, hyperscalers, and Cloud Service Providers across multiple geographies
• Proven ability to build high-value relationships and drive field-level engagement
• Strong relationship management, negotiation, and business development skills
• Ability to influence internal and external stakeholders without direct authority in a fast-paced, matrixed environment
• Excellent communication, organisational, and planning skills
• Ability to manage multiple strategic initiatives simultaneously and translate partner strategy into measurable execution outcomes
• Familiarity with AWS and broader cloud marketplace ecosystems
• Familiarity with SAP and Salesforce
• Familiarity with Deloitte and Accenture
• Understanding of the channel ecosystem, marketplace co-sell motions, and indirect go-to-market models
• Hands-on experience working with cloud providers, GSIs, and marketplaces, ideally including AWS, SAP, Salesforce, Deloitte, or Accenture, in a co-sell or alliance capacity across enterprise accounts
• MEDDPICC sales methodology background
• Experience developing and scaling repeatable partner programs, sales plays, and enablement assets
• Ability to operate effectively across cross-functional teams and provide feedback that improves partner engagement and co-sell effectiveness

• Career development resources
• Wellbeing programs
• Innovation practices
• Inclusive workplace
• Employee initiatives and community giving campaigns and programs