Position Responsibilities
The Manager, Partner Sales is a player‑coach role at the heart of Deltek’s partner‑led growth engine. You will lead a small team of Partner Sales Representatives, directly responsible for the revenue performance, pipeline health, and partner activation outcomes across EMEA/APAC.
This is not a pure management role. You will carry a team quota, run your own partner relationships, and model the behaviours you expect from your team: MEDDPICC‑disciplined forecasting, AI‑augmented selling, structured coaching, and tight CRM hygiene. You will own results while developing the people who deliver them.
You will be accountable for building a high‑performing, commercially oriented partner sales team that drives consistent, predictable revenue through Deltek’s partner ecosystem.
What You’ll Do
* Team Leadership & Coaching
* Lead, coach, and develop a team of 5 Partner Sales Representatives
* Run weekly 1:1s with structured deal reviews, MEDDPICC qualification checks, and development conversations
* Build individual development plans tied to role competencies and career progression
* Create a team culture of accountability, commercial rigor, and continuous learning
* Revenue & Pipeline Ownership
* Own and deliver the team’s quarterly and annual revenue quota (Resell and Co‑sell)
* Maintain 3× pipeline coverage across Commit, Best Case, and Pipeline categories
* Run a weekly forecast call with your team
* Identify and close pipeline gaps early; proactively elevate risk and build recovery plans
* Co‑sell alongside your team on strategic deals, providing executive‑level support where needed
* Program Execution
* Coach your team in driving quarterly business reviews (QBRs) with Top partners
* Execute GPA program workstreams including deal registration, co‑sell motions, and partner business plans
* Coordinate with Partner Enablement on training delivery, certification, and readiness milestones
* AI‑Powered Sales Leadership
* Model and mandate AI tool adoption across the team — for call prep, account research, competitive positioning, and follow‑up
* Use AI‑generated insights to inform coaching priorities, identify at‑risk partners, and surface white space
* Stay current on Deltek AI capabilities and equip your team to position them credibly with partners
* Continuously raise the floor on what “good” looks like when AI is integrated into the selling workflow
* Cross‑Functional Collaboration
* Partner with Direct Sales to ensure partner‑sourced opportunities are properly co‑registered and progressed
* Work with Partner Marketing on campaign activation and field event follow‑through in your region
* Collaborate with Product and Alliances teams on partner feedback loops and roadmap input
* CRM Discipline & Reporting
* Ensure your team maintains full MEDDPICC field completion in Salesforce on all active deals
* Review and approve partner deal registrations and manage escalations within SLA
* Deliver a weekly team pipeline summary to GPA leadership with commentary on movement and risk
* Track partner performance KPIs and elevate underperformance before it becomes a revenue problem
Qualifications
Required
* 5+ years in partner sales, channel management, or indirect sales roles in SaaS or enterprise software
* 1–3 years of team leadership experience, including formal or informal people management
* Proven ability to build and manage partner pipelines at 3x+ coverage and deliver against quota
* Strong MEDDPICC fluency — you use it to coach, not just score
* Hands‑on experience with AI tools in a sales or commercial context (prompt engineering, research automation, competitive intelligence)
* Proficiency in Salesforce CRM and a genuine bias for data discipline
* Strong communicator across levels — effective with partner executives, internal stakeholders, and your own team
Preferred
* Experience in ERP, PSA, or project‑based software ecosystems
* Familiarity with Deltek products (Vantagepoint or Maconomy) or comparable platforms
* Exposure to A&E, or professional services verticals
* Experience managing teams across multiple time zones or regions
* Formal channel sales training or partner program certifications
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