АвстралияPartner Sales Manager (Melbourne or Sydney Preferred)
3 нед. назад
АвстралияRemote
partner managementchannel salesrevenue forecasting
Manage and grow 's channel partner ecosystem to drive partner-sourced revenue and pipeline in the US Central region.
О компании
- has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on to build, share, and run their applications across our suite of products including Desktop, Hub, and Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.
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- We are looking for an experienced Partner Sales Manager to drive continued growth and success with ’s channel partners across US Central. This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem.
- You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR.
Требования
- Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment
- 10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs
- Experience driving joint marketing programs with partners and generating net new pipeline
- Background in software, developer tools, DevOps, or security preferred
- Bachelor’s degree in Business, Sales, Marketing, or a related field (or equivalent experience)
Условия
- Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
- Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
- Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
- Home office support – Set up your workspace for comfort and success.
- Technology stipend – Equivalent to US$100 net per month to help support your work.
- Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
- Parental leave – 16 weeks of paid parental leave after six months of employment.
- Equity for all full-time employees – Share in 's long-term success as we continue to grow.
- Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
- swag – Because representing the whale never gets old.
- #LI-REMOTE
Другое
- Develop and execute regional reseller and channel partner plans aligned with ’s GTM strategy and revenue goals
- Recruit, onboard, and activate new solution partners and regional VARs
- Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews
- Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities
- Partner closely with Sales, Marketing, Product, and Technical Account teams to align partner motions and execution
- Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity
- Drive net new business through reseller-led and co-sell motions
- Enable partners with the training, tools, and assets required to effectively sell and support ’s product portfolio
- Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives
- Complete onboarding across ’s sales motions, tools, and processes
- Learn ’s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)
- Build relationships with internal stakeholders and priority regional partners
- Develop a high-level regional reseller strategy and engagement plan
- Establish structured engagement and joint planning with top partners
- Align on partner performance metrics, pipeline expectations, and enablement priorities
- Collaborate with Marketing on a regional partner demand-generation plan
- Align pipeline development strategies with regional sales leadership
- Launch initial joint sales and marketing initiatives with reseller partners
- Drive partner enablement and define clear co-sell and deal engagement workflows
- Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline
- Build durable, high-value relationships with strategic and regional reseller partners
- Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals
- Expand ’s regional coverage and market penetration through partner-led GTM
- Continuously refine the reseller engagement model based on performance, feedback, and market trends
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- Open vacancy: This posting is for an existing open role.
- AI in hiring: may use AI-assisted tools during our recruiting process.
- Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.