Principal Partner Account Manager

Role Overview

As a Principal Partner Account Manager, you will be responsible for developing, managing, and optimizing key partner relationships globally, including driving the full sales lifecycle from opportunity registration to deal closure. You will influence partners’ go-to-market strategies, manage and optimize partner incentive programs, and collaborate closely with internal teams to achieve revenue and strategic goals.

What You Will Do

Leading partner business planning and execution for strategic global accounts, collaborating with sales teams on joint partner territory planning and alignment to maximize partner-sourced revenue, driving partner sales enablement, and coordinating demand generation and GTM activities in collaboration with partners and internal teams.

Why It Might Be a Fit

You will fit right in if you have 12+ years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management, a proven track record of developing and executing strategies that drive partner-sourced revenue and business growth, and experience working with senior-level executives within partner organizations to align on business objectives and drive results.

Requirements

• 12+ years of experience in partner management, SaaS, Cloud Infrastructure, or Security sales and channel management
• Proven track record of developing and executing strategies that drive partner-sourced revenue and business growth
• Experience working with senior-level executives within partner organizations to align on business objectives and drive results
• Strong understanding of cloud infrastructure, SaaS, and security solutions
• Expertise in partner programs, including tiered partner structures and managing partner incentives like MDF and SPIFF
• Ability to manage complex, global partner relationships and influence partner strategies
• Strong communication and presentation skills, capable of engaging with senior executives and internal stakeholders
• Experience in leading cross-functional teams, mentoring junior team members, and driving collaborative initiatives across multiple departments
• Ability to travel up to 30-50% depending on business needs

Benefits

• Dental insurance
• Vision insurance
• Project Galileo: Equipping journalism and civil society organizations with powerful tools to defend themselves against attacks
• Athenian Project: Ensuring state and local governments have the highest level of protection and reliability for free
• 1.1.1.1: A faster, more secure and privacy-centric public DNS resolver
• Reasonable accommodations for qualified individuals with disabilities