Senior Manager, Partner Sales

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At the company, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!

Your opportunity

The company is seeking a hands-on  Senior Manger, Partner Sales to lead the AMER business. This is not a "management-from-afar" role. We need a hands-on, battle-tested leader who will be in the trenches with their team and our Account Executives (AEs) - coaching them on how to nurture, mature, and close the company business through the power of the channel. You will lead the charge in a maturing environment, turning ambiguity into execution and evidencing progress over perfection.

What you'll do

Your mission is to accelerate the company’s partner sales business with channel partners including VAR, GSI and regional specialists. You will build a team of hunters to overlay the AMER sales team to drive Partner Sourced ACR and launch revitalized sales motions such as MSP and leverage regional services partners to ramp consumption.

Key Responsibilities

• The ACR Engine: Primary accountability for driving Partner Sourced ACR across North America and LATAM. You will ensure the channel is a consistent and predictable contributor to AMER’s growth.

• Deal Orchestration: Act as the "Deal Maker." You will personally support your team and the direct sales organization to mature partner-led opportunities from discovery to close.

• In-the-Trenches Mentorship: We don't want a reporter; we want a coach. You will spend your time upskilling your team on deal mechanics, partner positioning, and cross-functional alignment.

• Sales Alignment: Build a "one-team" culture between the Channel organization and the Direct Sales AEs, ensuring that partner engagement is viewed as a competitive advantage, not a hurdle or cost center.

• Ecosystem Mastery: Leverage your existing network in the Observability to elevate partner relationships and drive executive commitment.

• Operational Resilience: You will operate in an environment that is still evolving. You must be comfortable building the car whilst driving it at the same time

Measures of Success (KPIs)

• Partner Sourced ACR: Achievement of regional gross ACR targets sourced directly by partners

• Pipeline Quality: Measurable improvement in the "Stage 2 to Closed-Won" conversion rate for partner-led deals

• Team Quota Attainment: The percentage of your direct reports hitting or exceeding their sourced-revenue targets

• Direct Sales Alignment: Increasing the "Partner Attachment Rate" across all AMER sales territories

This role requires

• AMER Network: You bring a wealth of executive relationships across the top North American and LATAM VARs, SIs, and regional partners

• The "Deal Maker" DNA: Proven track record of personally helping sales teams close deals through the channel.

• Resilience & Agility: You thrive in environments that are "under construction." You are a builder who can navigate internal ambiguity to deliver external results.

Nice to Have

• Bilingual Advantage:  Proficiency in Spanish or Portuguese is a significant plus for the LATAM component of the role.

• Observability Veteran: Mandatory. You have deep experience in the Observability, APM, or Log Management space. You understand the technical and business value drivers in this specific market.

Please note that visa sponsorship is not available for this position.

#LL--MM4   #LL-Remote

The pay range below represents a reasonable estimate of the on target earnings (salary plus target sales incentives) for the listed position. This role is eligible for a commission plan (as defined in the sales incentive plan document). Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.

The company provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time off, and other competitive benefits designed to improve the lives of our employees.

Estimated On-Target Earnings Range

$190,000 — $237,000 USD

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.

If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [link for members] .

We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.

Our hiring process

In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join the company.

We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the  San Francisco Fair Chance Ordinance .

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. The company does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with the company.

The company develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain the company roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.

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