Responsibilities
- Source, engage, and integrate new partners that align with the Microsoft-focused go-to-market strategy.
- Focus on key target partners including SHI, CDW, Insight, Connection, and other Microsoft-specialized value-added resellers.
- Collaborate within a pod structure alongside direct sales Account Executives and Commercial sellers to drive aligned outcomes.
- Align with internal departments such as marketing, sales engineering, and product teams to execute coordinated go-to-market initiatives.
- Oversee a managed portfolio of partners, serving as their primary liaison and strategic guidance resource.
- Partner with success specialists to deliver training, co-selling engagements, and joint business planning sessions.
- Support partners at every stage—from onboarding and enablement to pipeline development and contract renewals.
- Achieve or surpass revenue targets generated directly or influenced through partner channels on a quarterly and annual basis.
- Assist partners in uncovering sales opportunities, registering deals, and finalizing transactions with internal sales teams.
- Encourage adoption of partner program advantages such as deal registration, margin incentives, and co-marketing resources.
- Educate partner sales and marketing teams on the core value proposition and differentiation of the solution.
- Engage in events, webinars, and enablement activities targeted at partner audiences.
- Ensure partners actively use the platform internally and advocate for its adoption across their organizations.
Requirements
- Prior experience in channel sales, partner management, or indirect sales within a B2B SaaS or IT/software industry.
- Strong knowledge of the Microsoft ecosystem, particularly O365/M365, and awareness of major resellers and distributors.
- Demonstrated success in cultivating strategic partnerships and generating revenue through channel sources.
- Exceptional communication, teamwork, and organizational capabilities.
- Adaptable to fast-paced, high-growth environments with evolving workflows and technology platforms.
Nice to Have
- Experience managing long-tail partners or working with distribution networks is advantageous.
- Familiarity with CRM systems like Salesforce, PRM platforms, and partner portal tools is beneficial.
Benefits
- Competitive salary packages
- Generous paid time off policy
- Flexible work arrangements including the XFlex programme
- Work from anywhere allowance
- Enhanced parental leave available to all new parents, inclusive of gender, family structure, and path to parenthood
- Comprehensive healthcare benefits
- Fully covered insurance and income protection plans
- Access to 24/7 virtual medical care services
- Mental health, legal, and financial support via employee assistance programmes
- Contributory retirement and savings plans
- Subscriptions to wellness and learning platforms such as Calm and Blinkist
- Credits for fitness and lifestyle expenses
- Global travel assistance coverage
- Extensive employee discount offerings
Compensation
Competitive pay
Work Arrangement
Remote (Worldwide)
Team
Team of 300+ professionals operating in a pod-based model with direct sales Account Executives and Commercial sellers; close collaboration with marketing, sales engineering, product, and Partner Success Managers.
About the opportunity 👇
- Source, engage, and integrate new partners that align with the Microsoft-focused go-to-market strategy.
- Focus on key target partners including SHI, CDW, Insight, Connection, and other Microsoft-specialized value-added resellers.
- Collaborate within a pod structure alongside direct sales Account Executives and Commercial sellers to drive aligned outcomes.
- Align with internal departments such as marketing, sales engineering, and product teams to execute coordinated go-to-market initiatives.
- Oversee a managed portfolio of partners, serving as their primary liaison and strategic guidance resource.
- Partner with success specialists to deliver training, co-selling engagements, and joint business planning sessions.
- Support partners at every stage—from onboarding and enablement to pipeline development and contract renewals.
- Achieve or surpass revenue targets generated directly or influenced through partner channels on a quarterly and annual basis.
- Assist partners in uncovering sales opportunities, registering deals, and finalizing transactions with internal sales teams.
- Encourage adoption of partner program advantages such as deal registration, margin incentives, and co-marketing resources.
- Educate partner sales and marketing teams on the core value proposition and differentiation of the solution.
- Engage in events, webinars, and enablement activities targeted at partner audiences.
- Ensure partners actively use the platform internally and advocate for its adoption across their organizations.
Skills, knowledge, and experience
- Prior experience in channel sales, partner management, or indirect sales within a B2B SaaS or IT/software industry.
- Strong knowledge of the Microsoft ecosystem, particularly O365/M365, and awareness of major resellers and distributors.
- Demonstrated success in cultivating strategic partnerships and generating revenue through channel sources.
- Experience managing long-tail partners or working with distribution networks is advantageous.
- Exceptional communication, teamwork, and organizational capabilities.
- Adaptable to fast-paced, high-growth environments with evolving workflows and technology platforms.
- Familiarity with CRM systems like Salesforce, PRM platforms, and partner portal tools is beneficial.
Other
- Committed to being an equal opportunity employer and welcomes applicants from all backgrounds, identities, and experiences.
- Does not tolerate discrimination based on ethnicity, race, religion, nationality, age, gender, marital status, disability, neurodivergence, caregiving responsibilities, sexual orientation, or gender identity.
- Offers reasonable accommodations during the application or hiring process; contact Work@Exclaimer.com for support.
- Benefits are structured to support professional, personal, and life needs on a global scale.
