alliance manager

PwC Middle East

<div>
 <strong>
  About Us
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  <br/>
 </strong>
 With offices in 152 countries and nearly 328,000 professionals, we are one of the world&rsquo;s leading professional services networks, helping organisations and individuals create lasting value through Assurance, Tax and Advisory services. For over 40 years, we have contributed to the Middle East&rsquo;s transformation journey, partnering with governments and businesses to deliver sustainable solutions. Today, more than 12,000 of us across Bahrain, Egypt, Iraq, Jordan, Kuwait, Lebanon, Libya, Oman, Palestine, Qatar, Saudi Arabia and the UAE are shaping the region&rsquo;s future.
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 <strong>
  Line Of Service Overview
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 </strong>
 Internal Firm Services (IFS) is the trusted foundation of PwC, delivering innovative managed services and operational capabilities that enable our clients&rsquo; evolving needs. A career in IFS offers diverse opportunities across Human Capital, Finance, Technology, Clients &amp; Markets, Marketing &amp; Communications, Risk &amp; Quality, Partner Development, Office Management, and Managed Services. We don&rsquo;t just support the business&mdash;we shape it, driving strategies and initiatives that power growth and transformation across PwC Middle East.
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  Business Unit Overview
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 </strong>
 Marketing &amp; Communications at PwC Middle East shapes our brand and voice to reflect our purpose of building trust and solving important problems. We craft compelling narratives, manage communications, and deliver integrated campaigns that connect with clients and communities. Through strategic storytelling, creative design, and impactful media engagement, we ensure consistent messaging and memorable experiences that bring PwC&rsquo;s commitment to transformation and sustained outcomes to life.
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 <strong>
  How You&rsquo;ll Contribute
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  <br/>
 </strong>
 As a Marketing Strategic Alliance Manager , you&rsquo;ll work as part of a team of problem solvers, helping to solve complex business issues from strategy to execution. Responsibilities include but are not limited to:
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 <ul>
  <li>
   Lead and execute joint marketing efforts in alignment with one of our firm's strategic technology alliances.
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   Collaborate with alliance partner teams and internal stakeholders to build go-to-market plans that drive visibility, client engagement, and pipeline growth.
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   Design and deliver co-branded campaigns that showcase the joint value proposition, leveraging digital, content, events, and executive engagement channels.
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   Develop integrated demand generation initiatives that align to priority offerings and deliver measurable impact on the sales pipeline.
  </li>
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   Build and maintain strong partner relationships, serving as a key point of contact for marketing collaboration and strategic alignment.
  </li>
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   Coordinate the development of sales enablement tools, client-facing materials, and thought leadership that support the alliance narrative.
  </li>
  <li>
   Manage alliance-specific marketing budgets, including MDF (Market Development Funds) planning, usage, and reporting.
  </li>
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   Track campaign performance and partner-sourced opportunities, refining activities based on impact and ROI.
  </li>
  <li>
   Stay informed on alliance priorities, technology roadmaps, and market trends to ensure agility and relevance in campaign planning.
  </li>
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   Work cross-functionally with brand, industry, digital, and business teams to ensure consistency and effectiveness across all marketing touchpoints.
  </li>
  <li>
   Stay up to date on partner roadmaps, ecosystem trends, and alliance-specific updates to ensure agility in campaign planning.
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  </li>
 </ul>
 <strong>
  What You&rsquo;ll Bring
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  <br/>
 </strong>
 <ul>
  <li>
   Bachelor's degree in Marketing, Business, or a related field (technology background preferred).
  </li>
  <li>
   6&ndash;8 years of marketing experience, including 3+ years in alliance, partner, or channel marketing within the tech industry.
  </li>
  <li>
   Proven experience working directly with at least one of the major cloud and enterprise technology providers (e.g. Microsoft, AWS, SAP, Salesforce, Google Cloud, Oracle).
  </li>
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   Strong understanding of B2B marketing, solution positioning, and partner co-marketing models.
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  <li>
   Experience with demand generation, lead nurturing, and campaign performance analysis.
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  <li>
   Skilled at stakeholder management across matrixed organisations and external vendor relationships.
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   Excellent communication, content development, and project management skills.
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   Ability to translate complex technology solutions into compelling, client-relevant messaging.
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  <li>
   Familiarity with partner marketing platforms and MDF management tools (e.g. Through-Channel Marketing Automation).
  </li>
  <li>
   Experience managing multi-country campaigns in the Middle East or emerging markets.
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  <li>
   Comfortable working in a fast-paced, high-growth environment with multiple competing priorities.
  </li>
  <li>
   Fluent in English (Arabic is a plus).
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  </li>
 </ul>
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  How You&rsquo;ll Make a Difference
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 </strong>
 At PwC Midde East, we expect all our people to embody the skills and behaviours of The PwC Professional framework, helping us deliver on our strategy while growing and developing as leaders at every level.
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 <strong>
  Why You&rsquo;ll Love Working at PwC
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 </strong>
 At PwC Middle East, you&rsquo;ll find more than just a job - you&rsquo;ll build a meaningful career, supported by rewards and benefits that help you thrive. We offer competitive pay, comprehensive benefits, and programs that promote well-being, balance, and personal growth. You&rsquo;ll have access to continuous learning, digital upskilling, and a collaborative environment that values innovation, mentorship, and diversity. Are you ready to make a difference? Want to unlock new value by applying your unique perspective and talents? You can grow exponentially here. Discover more about Life at PwC Middle East.
</div>


Marketing -Strategic Alliance - Manager

Vonage

<div><div><h2 class="jobSectionHeader"><b>Join Vonage and help us innovate cloud communications for businesses worldwide!</b></h2></div><div>
<h2 class="jobSectionHeader"><b>Vonage Sales Mission</b></h2>
<p>
At <b>Vonage</b>, we're redefining how businesses communicate in today's fast-moving digital, cloud, and real-time world. Our Sales team is high-energy, customer-focused, and relentlessly innovative - committed to delivering cutting-edge UCaaS, CCaaS, and AI-powered solutions.</p>
<p>
As an <b>Alliance Partner Executive</b>, you'll be at the forefront of our ServiceNow ecosystem strategy&mdash;expanding our footprint and influence by building and managing powerful relationships.</p>
<h2 class="jobSectionHeader"><b>
Why this role matters:</b></h2>
<p>
The <b>ServiceNow Alliances team</b> is a key growth engine for Vonage&mdash;driving pipeline and revenue by aligning our business with ServiceNow and its extended ecosystem. This role is perfect for someone who thrives on relationship-building, strategic partnerships, and go-to-market execution.</p>
<p>
We're looking for someone experienced in the <b>ServiceNow ecosystem</b> or with a strong background in <b>partner management or alliances</b>. If this sounds like you&mdash;keep reading!</p>
<h2 class="jobSectionHeader"><b>
Your key responsibilities:</b></h2>
<ul><li>Drive ServiceNow Business Segment <b>referral business</b></li>
<li>Build, nurture, and manage relationships with <b>ServiceNow Business teams</b></li>
<li>Align Vonage's sales reps with their Salesforce counterparts to generate <b>pipeline and close opportunities</b></li>
</ul>
<p>Own <b>executive alignment and sales engagement</b> - position Vonage as ServiceNow's top communication partner</p>
<ul>
<li>Plan and lead <b>joint field events</b> with ServiceNow (both partner-facing and customer-facing)</li>
</ul>
<p>Collaborate cross-functionally within Vonage to maintain <b>momentum on partner strategy and joint outcomes </b>Coordinate and run <b>interlocks, milestone tracking, and strategy sessions</b> with partners and internal stakeholders. Drive execution of regional <b>go-to-market strategies</b> with ServiceNow and other alliance partners. Deliver internal training sessions to equip Sales, Product, Services, and Support teams on partner ecosystem updates. Represent Vonage at <b>industry events</b>, promoting our brand and ecosystem value. Manage <b>technical and business escalations</b> to maintain partner success and deal velocity. Execute against established <b>revenue, activity, and relationship goals. </b>Support ongoing optimization of alliance processes to enhance partner program impact.</p>
<h2 class="jobSectionHeader"><b>
Who you are:</b></h2>
<ul><li>A relationship-driven professional who thrives in a partner-centric ecosystem</li>
<li>Experienced in working with alliances, channel sales, or ecosystem partnerships</li>
<li>Strategic and detail-oriented with a passion for joint value creation and partner enablement</li>
<li>Capable of influencing cross-functional teams and engaging with executive-level stakeholders</li>
<li>An excellent communicator&mdash;able to tailor messages to various audiences and formats</li>
<li>Comfortable analyzing complex data and solving problems with a collaborative mindset</li>
<li>Experience within the Salesforce ecosystem is a plus</li>
</ul><h2 class="jobSectionHeader"><b>What you'll bring:</b></h2>
<ul><li>Proven experience in Alliance Partner Management or Partner Sales</li>
<li>Strong track record of recruiting, onboarding, and enabling partners</li>
<li>Prior experience or familiarity with the ServiceNow ecosystem is a must</li>
<li>Prior direct sales experience is a huge plus a desire to succeed and a &quot;get-it-done&quot; attitude</li>
</ul><h2 class="jobSectionHeader"><b>How you'll benefit:</b></h2>
<ul><li>Company Bonus or Commission Structure (depending on the role)</li>
<li>Medical, Dental, and Vision Coverage Options</li>
<li>401(k) Savings Plan</li>
<li>Company-Paid Basic Life and AD&amp;D Insurance</li>
<li>Short-Term Disability (STD)</li>
<li>Long-Term Disability (LTD)</li>
<li>Maternity/Parental Leave</li>
<li>Flexible Spending Accounts (FSA)</li>
<li>Health Savings Account (HSA)</li>
<li>Employee Support Program (EAP)</li>
<li>Voluntary Supplemental Insurance</li>
<li>Lifestyle Benefits</li>
<li>Volunteer Time Off (VTO)</li>
<li>Tuition Reimbursement - available for select positions; full details will be shared during the interview process <b>#LI-MR1</b></li>
</ul>
<p><i>This role would be part of our Commission Compensation structure and overall compensation would be based on 60% Base/40% Commission split.</i></p>
</div><div><p><b>
There's no perfect candidate.</b> You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you.</p>
<p>
To learn how we process your personal data during the recruitment process, please refer to our <b>Privacy Notice</b>.</p>
<p><b>
Who we are:</b></p>
<p>
Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.</p>
<p>
Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.</p></div></div>

ServiceNow Alliance Partner Executive - NAM

JAGGAER

<div>
 <strong>
  Overview
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 </strong>
 JAGGAER provides an intelligent Source-to-Pay and Supplier Collaboration Platform that empowers organizations to manage and automate complex processes while enabling a highly resilient, responsible, and integrated supplier base. With 30 years of expertise, we specialize in solving complex procurement and supply chain challenges across various industries.
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 Our 1,200+ global employees are obsessed with ensuring customers get full value from our products - ultimately enhancing and transforming their businesses. For more information, visit www.jaggaer.com
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 We are seeking an accomplished, relationship-driven Senior Alliances Manager with deep experience in partner management and channel development within the SaaS industry.
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 You will shape and execute our partner ecosystem strategy for MEA &amp; APAC, building high-impact alliances with global/regional system integrators, procurement consultants, resellers, and complementary technology providers. This role requires strategic thinking, procurement-tech domain knowledge (good to have), and the ability to drive measurable revenue growth through partner-led and co-sell motions.
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 You will work closely with our sales, alliances, and professional services team to focus on ensuring that focused partners are fully engaged, recognize JAGGAER as a preferred and collaborative partner, and that together, they deliver an outstanding customer experience.
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 As a Senior Alliances Manager, you play a key role in strengthening JAGGAER&rsquo;s partner ecosystem and contributing to our continued SaaS revenue growth.
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  Principal Responsibilities
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   Develop and execute partnership strategies and business development plans to drive growth, including joint business development initiatives, co-marketing campaigns, and co-selling motions.
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   Build and deliver joint go-to-market plans that drive measurable commercial results and maximize mutual return on partnership.
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   Educate JAGGAER Partners on delivery methodology, leading practices to drive alignment between partner scoping/staffing and JAGGAER professional services.
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   Collaborate with sales and JAGGAER regional alliance directors in deciding the right partner based on current capability.
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   Serve as a conduit between partners and various internal JAGGAER Teams, acting as the single point of contact and escalation (PS, Alliances, Marketing, Sales, Product &amp; Technology, etc.)
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   Navigate complex partner organizations to align, enable and support partner growth.
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   Manage strategic alliance relationships across MEA and APAC.
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   Promote alliance-driven business development with assigned partners.
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   Co-Develop business plans with partners to achieve revenue commitments, &amp; measure partner performance. Run and participate in QBRs/EBRs.
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   Assess, own, and maintain partner capability information. Use this to create partner enablement plans (delivery capability gap, training etc.)
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   Follow up the Training/On-boarding status and the quality of deliveries by the partners, identify deviations and obtain feedback from customers and internal teams.
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   Incorporate JAGGAER and customer feedback into a partner performance card and use it to drive continuous performance improvement.
  </li>
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   Work closely with alliance directors, sales, and professional services to monitor the sales funnel and align on resource capacity.
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   Drive regular communications with partners to address active engagement and practice/delivery action items.
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   Contribute to continually improving our partner services and how we measure and report on success.
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   Overall ensure the partner is enabled to implement JAGGAER.
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   Work to achieve the objectives set up for the alliances and partner success function and you as the individual.
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   Work with the partner delivery teams to develop success stories and case studies on joint successful projects.
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  </li>
 </ul>
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  Position Requirements
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   5+ years of experience in partner, alliance, channel management, or business development roles.
  </li>
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   2+ years of direct experience managing alliances and channels in the technology/SaaS industry.
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   Proven track record driving revenue through alliances with:
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   Global and regional SIs
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   Resellers
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   Niche Consultancy firms
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   Technology integration partners
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   Experience in SAAS delivery, services sales, and stakeholder management.
  </li>
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   Outstanding written and verbal communication skills.
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   Excellent time management and interpersonal skills.
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   Self-starter and able to take ownership of new initiatives; ability to see through to closure or proposed solution.
  </li>
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   Relationship and senior stakeholder management.
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   Knowledge and understanding of the various JAGGAER platforms and solutions (is a plus).
  </li>
  <li>
   Background or experience in Professional Services and an understanding of implementation and/or partner services is strongly preferred.
  </li>
  <li>
   Knowledge of salesforce is a strong plus.
  </li>
  <li>
   Must be a Native Arabic speaker.
  </li>
  <li>
   Up to 30% travel may be required.
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   <br/>
  </li>
 </ul>
 <strong>
  What We Offer
  <br/>
  <br/>
 </strong>
 At JAGGAER you&rsquo;ll find great benefits, empowering culture, flexible work environment, much more!
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 Apply now and be part of our success!
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 <strong>
  Our Values - T.E.A.M
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 </strong>
 At JAGGAER, our business is about people. Our products are built on intellectual property, but the real differentiator is the teams behind them&ndash;the way we collaborate, innovate, solve problems and deliver for customers. TEAM gives us a common set of expectations for how we work together across products, cultures, and geographies
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   Transparency - Openness Builds Trust: Candor strengthens relationships, speeds decision-making, and ensures problems are solved together&mdash;with customers, teammates, and partners.
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   Entrepreneurial Spirit &ndash; Own It, Drive It, Make It: A scrappy, customer obsessed, problem-solving mindset is at the cornerstone of both organizational and personal growth
  </li>
  <li>
   Accountability &ndash; Thumbs In, Not Fingers Out: We take responsibility ourselves before pointing elsewhere
  </li>
  <li>
   Metrics-Driven Results &ndash; Outcomes Over Activities: Data and evidence guide our decisions, help us course-correct quickly, and ensure we&rsquo;re delivering real impact.
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  </li>
 </ul>
</div>


Senior Alliances Manager, MEAPAC

iOPTIME Pvt. Limited

<p>We are seeking a proactive and results-driven <b>Business Development Executive (B2B) </b>with 2+ years of experience in IT services or consulting, specializing in strategic partnerships and alliance building. This role focuses on identifying, developing, and nurturing partnerships that drive revenue, expand market reach, and enhance service offerings.</p><p><b>Key Responsibilities</b></p><ul><li>Identify, evaluate, and establish strategic partnerships with complementary businesses, technology providers, and industry stakeholders.</li><li>Engage with partner decision-makers to negotiate agreements, co-selling opportunities, and joint initiatives.</li><li>Maintain and strengthen long-term relationships with existing partners to ensure mutual growth and value.</li><li>Collaborate with internal teams (sales, marketing, delivery) to align partnership activities with business objectives.</li><li>Track partnership performance, maintain accurate CRM records, and prepare reports on revenue impact and opportunity pipeline.</li><li>Contribute to business growth strategy by identifying new market opportunities through partner networks.</li></ul><p><b>Requirements</b></p><ul><li>Bachelor&rsquo;s or Master&rsquo;s degree in Business Administration, Marketing, or related field.</li><li>2+ years of experience in business development or partnership management, preferably in IT services or consulting.</li><li>Proven ability to build and maintain relationships with executives and key decision-makers.</li><li>Strong negotiation, communication, and presentation skills.</li><li>Self-motivated, target-driven, and capable of working independently.</li></ul><p><b>What We Offer</b></p><ul><li><b>Salary:</b> PKR 100,000 &ndash; 120,000 per month</li><li><b>Commission:</b> Uncapped 10% commission on closing deals</li><li><b>Performance-based contract renewal</b></li></ul><p>Job Types: Full-time, Contract<br/>Contract length: 12 months</p><p>Pay: Rs100,000.00 - Rs120,000.00 per month</p><p>Ability to commute/relocate:</p><ul><li>Islamabad G-8/Markaz: Reliably commute or planning to relocate before starting work (Required)</li></ul><p>Application Question(s):</p><ul><li>What is your expected salary? </li></ul><p>Education:</p><ul><li>Bachelor's (Required)</li></ul><p>Experience:</p><ul><li>Business Development: 2 years (Required)</li><li>Strategic Partnerships: 2 years (Required)</li></ul><p>Work Location: In person</p>

Business Development Executive (B2B) – Strategic Partnerships

SOLVER

<div><div><div><div><div><p><b>Partner Development Manager III</b><br>
Department: Industry Sales<br>
Location: Remote (with occasional travel)<br>
Employment Type: Full-Time<br>
Citizenship Status: US Citizen or Green Card holder required</p><h3 class="jobSectionHeader"><b><br>
</b></h3><h3 class="jobSectionHeader"><b>
About Solver</b></h3><p>
Solver is a cloud-based extended financial planning and analysis solution (xFP&amp;A) that increases access to actionable insights beyond the finance department to accelerate better decisions. Our patented QuickStart integration technology enables immediate access to a collection of tailorable templates, allowing finance and management users to optimize their planning, reporting, consolidation, and analysis processes.</p><p>
At Solver, employees dive into cutting-edge technologies and tackle exciting challenges&mdash;all while enjoying a fun, collaborative environment. We empower our employees to become significant contributors to our growth. Solver is transforming the way organizations&mdash;from innovative startups to Fortune 500 enterprises across the U.S. and around the globe&mdash;leverage and implement data-driven solutions to achieve smarter, faster, and better decisions.</p><h3 class="jobSectionHeader"><b><br>
</b></h3><h3 class="jobSectionHeader"><b>
Position Summary</b></h3><p>
Solver is seeking a Partner Development Manager III to join our growing Industry Sales team. In this role, you will be responsible for selling products/services to prospects and customers through partners and act as a point of contact for post-sale, focusing on ongoing customer and partner satisfaction, retention, and growing the Solver business within assigned partners.</p><p>
In this role you will also be responsible for maintaining relationships with accounts by visiting partner and occasionally customer sites within assigned territory, defined by geographic area, industry, or product/service segment. Attend conference/trade shows to collaborate with partners and look for prospects.</p><p>
In addition to face-to-face meetings, engage with partners and customers over the phone and Internet (e.g., chat, email, video conferencing, etc.) to close sales and support clients. Respond to partner and client inquiries and offer guidance on appropriate products and services and pricing. Execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met.</p><p>
This position requires a mix of technical expertise, strategic thinking, sales and strong collaboration skills to drive meaningful impact across the business.</p><h3 class="jobSectionHeader"><b><br>
</b></h3><h3 class="jobSectionHeader"><b>
Key Responsibilities</b></h3><p>
The Partner Development Manager III will be accountable for the following:</p><ul><li><p>
Build and maintain strong relationships with existing medium to large sized partners and understand partners' business goals and align them with Solver&rsquo;s objectives.</p></li><li><p>
Collaborate with partners to develop joint business plans and strategies to achieve mutual growth and revenue goals including monthly meetings that include market execution, support, results, pipeline review, education, promotions, win wires, and more.</p></li><li><p>
Develop a deep understanding of Solver and educate partners on our offerings and how they can be effectively marketed and sold.</p></li><li><p>
Provide training, resources, and sales support to partners to help them effectively market and sell our products or services.</p></li><li><p>
Ensure partners have access to necessary sales collateral, product information, and training materials.</p></li><li><p>
Track and analyze partner performance against predefined KPIs and targets and implement performance improvement plans as needed to help partners meet their goals.</p></li><li><p>
Stay updated on industry trends, market conditions, and competitive landscape.</p></li><li><p>
Collaborate with marketing teams to develop joint marketing campaigns, promotions, and co-branded materials.</p></li><li><p>
Ensure that partners provide a high level of customer satisfaction by addressing customer issues and concerns promptly.</p></li><li><p>
Negotiate and manage partnership agreements, contracts, and terms.</p></li><li><p>
Ensure compliance with contractual obligations and resolve any disputes that may arise.</p></li><li><p>
Evaluate potential partners based on criteria such as market fit, capabilities, and alignment with your company's values.</p></li><li><p>
Mentor Partner Development Manager II.</p></li><li><p>
Collaborate with internal teams such as sales, marketing, product development, and customer support to align partner strategies with overall business objectives.</p></li><li><p>
Continuously assess and refine partner programs and strategies to adapt to changing market dynamics and partner needs.</p></li><li><p>
The duties and responsibilities described are not a comprehensive list and we may assign other job-related duties to the employee from time to time.</p></li></ul><h3 class="jobSectionHeader"><b><br>
</b></h3><h3 class="jobSectionHeader"><b>
Required Qualifications</b></h3><p>
The ideal candidate for this role will bring a well-developed professional skill set and relevant experience that enables strategic contributions to Solver&rsquo;s success. Essential qualifications include:</p><ul><li><p>
Bachelor&rsquo;s degree (or international equivalent) and at least 6 years of relevant experience, or an equivalent combination of education and experience</p></li><li><p>
Accounting and Finance &ndash; foundational knowledge of Accounting and Finance principles with ability to converse with stakeholders.</p></li><li><p>
6+ years related experience and/or training, or equivalent combination of education and experience working in partner or alliance roles within the Microsoft Dynamics, Sage, Acumatica or NetSuite / ISV ecosystems.</p></li><li><p>
Experience with CRM tools like Microsoft CRM, Hubspot, SalesForce or similar</p></li><li><p>
Problem Solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well</p></li></ul></div></div></div></div><div><h3 class="jobSectionHeader"><b>
Core Competencies</b></h3><ul><li><b>
Partner Relationship Management</b><br>
Builds and maintains strong, trust-based relationships with partners. Understands partner business models and aligns them with company objectives to drive mutual growth.</li><li><b>
Strategic Thinking and Execution</b><br>
Develops and executes partner strategies, joint business plans, and growth initiatives. Identifies opportunities to expand revenue and improve partner performance.</li><li><b>
Sales and Commercial Acumen</b><br>
Understands sales processes, partner-driven revenue models, and pipeline management. Drives sales through partners and supports deal progression and closure.</li><li><b>
Communication and Influence</b><br>
Communicates clearly and professionally across partners, customers, and internal teams. Effectively influences stakeholders and aligns cross-functional efforts.</li><li><b>
Collaboration and Cross-Functional Alignment</b><br>
Works effectively with sales, marketing, product, and support teams to ensure partner success and consistent execution of business objectives.</li><li><b>
Analytical Thinking and Performance Management</b><br>
Analyzes partner performance, pipeline data, and KPIs. Uses insights to drive decisions, improve outcomes, and implement performance improvement plans.</li><li><b>
Problem Solving and Decision Making</b><br>
Identifies issues quickly, evaluates options, and implements effective solutions. Handles partner and customer challenges with sound judgment.</li><li><b>
Program and Process Management</b><br>
Manages partner programs, processes, and workflows with a focus on scalability, consistency, and efficiency. Continuously improves operational effectiveness.</li><li><b>
Adaptability and Continuous Improvement</b><br>
Adjusts strategies based on market trends, partner needs, and business priorities. Proactively seeks ways to improve partner engagement and results.</li><li><b>
Leadership and Mentorship</b><br>
Provides guidance and mentorship to junior team members, including Partner Development Manager II, and contributes to overall team capability and performance.</li></ul></div><div><div><div><div><div><h3 class="jobSectionHeader"><b>
</b></h3><h3 class="jobSectionHeader"><b>
Working Conditions</b></h3><p>
This is a full-time remote role aligned with U.S. business hours. Flexibility may be required to support collaboration with global teams.</p></div></div></div></div></div></div>

Partner Development Manager

Versapay

<div><div><b>About Versapay \uD83D\uDE80</b></div><div></div><div><br>
Versapay turns accounts receivable (AR) into a competitive advantage.</div><div></div><div><br>
Inefficient AR processes slow cash flow and stall growth. Versapay removes friction, unlocks working capital, and accelerates momentum &mdash; giving finance leaders the clarity and control they need to drive business forward.</div><div></div><div><br>
Versapay automates accounts receivable, removing barriers to collecting and reconciling B2B payments. Our solutions connect finance teams, customers, and business systems in one ecosystem to ensure cash flow clarity. With over 10,000 customers and 5M+ companies transacting on the platform, Versapay processes over 110M transactions and $257B annually.</div><div></div><div><br>
Think you might be the next Veep to join? Read on!!</div><div></div><div><div><p><b><br>
 </b><b>How you&rsquo;ll have a massive impact here &ndash; and on your career:</b><b>
</b></p><p>As a Partner Channel Manager, you will be tasked with overseeing our business plans related to partner alliances and channels. Your responsibilities include cultivating strong partner relationships, coordinating cross-functional efforts for successful execution to grow new business and revenue for Versapay.</p>
<p>
 This position is strategically significant, with a primary focus on establishing and nurturing key relationships with partners including Microsoft, Sage and NetSuite. Your efforts will contribute to the expansion of our integrated offerings and value propositions, the formulation of effective BD strategies, and the promotion of revenue growth through collaborative go-to-market approaches such as co-marketing, co-selling, and field teaming, as well as referrals. A key aspect of your role involves close collaboration across all departments to foster alignment and ensure coordinated execution of initiatives.</p></div><br>
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<div></div><h3 class="jobSectionHeader"><b>What you'll do:</b></h3><ul>
<li>Take charge of acquiring and managing partnerships, including business planning, metric/goal establishment, integration of offerings and solutions, marketing, sales enablement, and other essential aspects, with a keen focus on key success priorities.</li>
<li>Monitor and report on metrics/goals, such as ARR growth and customer adoption, while identifying opportunities for improvement and driving alignment.</li>
<li>Manage key alliance relationships, partnership planning, goal setting, and operational execution with partners.</li>
<li>Leverage experience to help develop a tailored pitch strategy. Conceptualize and guide the process to create the presentation materials and engagement strategy of key decision-makers.</li>
<li>Cultivate strong relationships with key stakeholders in partner organizations.</li>
<li>Collaborate with team members to define go-to-market strategies and priorities.</li>
<li>Identify and oversee opportunities for joint business growth through integrated solution offerings and go-to-market initiatives, such as co-marketing, co-selling, field teaming, and sales.
</li><li>Define joint value propositions, sources of differentiation, messaging, positioning, and, in some cases, packaging and pricing with ecosystem partners.
</li><li>Develop and implement a strategic rollout plan from signed contract through integration, ensuring ongoing education involving all stakeholders.
</li><li>Provide thought leadership, strategic insight, and clear communication to the team and company regarding various partnership initiatives.</li>
</ul><h3 class="jobSectionHeader"><b>What you'll bring to the team:</b></h3><ul>
<li>7-10 years of sales experience within a significant software/integrated payments organization in a fast-growing environment.</li>
<li>Experience in managing and scaling a partnership organization for a multi-faceted sales structure, consistently increasing bookings.</li>
<li>Entrepreneurial with a bias for action</li>
<li>Previous experience working with partners such as Microsoft, Sage, or NetSuite and their associated Value Added Resellers.</li>
<li>An understanding of the ERP partner ecosystem and how it operates.</li>
<li>Demonstrated commitment to disciplined processes, including forecasting with sales tools, sales methodology, sales operations, compensation alignment, and organization structure design.</li>
<li>Industry experience in application software or technology in higher growth mid-cap or growth venture environments, with a strong preference for software experience.</li>
<li>Dual expertise as a strategic and tactical sales executive with the ability to act as a change agent, making a professional and resourceful impact on the organization.</li>
<li>Proven success in developing and delivering strategic plans with leading tech companies (ISVs) as well as mid-sized SaaS vendors for significant business impact. Proven success in developing and delivering strategic plans with leading tech companies (ISVs) as well as mid-sized SaaS vendors for significant business impact.</li>
<li>Strong planning, financial, and analytical skills, with a proven ability to apply business acumen to complex situations with competing priorities.</li>
<li>Exceptional organizational leadership skills, including strong written and oral communication abilities; adept at building relationships with customers, vendors, and employees at all levels</li>
<li><b>Please note, this role will require ~30% travel.</b><b>
</b></li>
</ul><div></div><div>Above is for base salary alone. OTE earnings can range from 200k to 225k USD</div><div>
#LI-Remote</div><div></div><div><br>
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.</div>
<p>
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.</p></div>

Partner Channel Manager

Canonical

<div>
 Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
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 The company is founder-led, profitable, and growing.
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 Global System Integrators (GSI) play a crucial role in Canonical growth plans in the coming 3 years. We are hiring a
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  Partner Sales Director
 </strong>
 to work closely with Canonical GSI partners throughout their sales cycles and across their sales organizations to facilitate Ubuntu based solutions and opportunities, as well as help GSI build long term digital transformation platforms with Ubuntu stacks and services.
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 Reporting to the VP Global Alliances and Channels, the Partner Sales Director will be responsible for building trusted relationships with partners, increasing Canonical market share and attach rate, evangelizing about the partnership and leading all business interactions from engineers to CxO level. They will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many customer workshops, sales events, public presentations and executive engagements.
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 <strong>
  The role entails
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  <br/>
 </strong>
 <ul>
  <li>
   Build strategic relationships with partners at levels, and stickiness with Ubuntu technology
  </li>
  <li>
   Deep understanding of Linux and cloud software ecosystem, and open source selling models
  </li>
  <li>
   Negotiate contracts and commercial business terms
  </li>
  <li>
   Deep understanding of partner organizations and sales models, in particular with Global System Integrators
  </li>
  <li>
   Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
  </li>
  <li>
   Lead executive interlocks between partners and Canonical leadership team
  </li>
  <li>
   Ability to travel - sometimes internationally - up to 40% of the time
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  What we are looking for in you
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Extensive experience in alliance or indirect sales management roles
  </li>
  <li>
   Extensive experience with OpenStack, virtualization, containers and other Cloud technologies.
  </li>
  <li>
   Autonomous, disciplined, hands-on, get-it-done mentality
  </li>
  <li>
   Ability to capture customer requirements, evaluate gaps, identify and create opportunities
  </li>
  <li>
   Passionate about Ubuntu products and mission
  </li>
  <li>
   Comfortable in fast-paced and high pressure environments with ambitious achievement goals
  </li>
  <li>
   Excellent communication and presentation skills
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  What we offer colleagues
  <br/>
  <br/>
 </strong>
 We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
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 <ul>
  <li>
   Distributed work environment with twice-yearly team sprints in person
  </li>
  <li>
   Personal learning and development budget of USD 2,000 per year
  </li>
  <li>
   Annual compensation review
  </li>
  <li>
   Recognition rewards
  </li>
  <li>
   Annual holiday leave
  </li>
  <li>
   Maternity and paternity leave
  </li>
  <li>
   Team Member Assistance Program &amp; Wellness Platform
  </li>
  <li>
   Opportunity to travel to new locations to meet colleagues
  </li>
  <li>
   Priority Pass and travel upgrades for long-haul company events
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  About Canonical
  <br/>
  <br/>
 </strong>
 Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
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 <strong>
  Canonical is an equal opportunity employer
  <br/>
  <br/>
 </strong>
 We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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</div>


Partner Sales Director - Global System Integrator (GSI)

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