Description

Job Overview

The Partner Account Director (PAD) is responsible for driving strategic sales development, partnership management, and revenue growth through the partner ecosystem at scale. This role combines deep strategic partnership orchestration with scalable, repeatable programs that maximize partner impact across multiple accounts, geographies, and industries simultaneously.

Key Responsibilities

Strategic Partnership Development at Scale

• Develop and execute scalable joint go-to-market (GTM) with partners

• Build multi-year growth frameworks with focus on influenced ACV growth, pipeline generation, and partner capacity expansion that leverage 1-to-many models

• Create standardized partner engagement frameworks and playbooks that enable consistent execution across diverse partner organizations

• Develop industry and cloud-based accelerators with partners designed for rapid deployment and replication

• Design partner enablement programs that scale across hundreds of partner resources simultaneously, cross region

Revenue & Sales Execution Through Scalable Models

• Execute, manage and deliver regional pipeline and revenue tied to SI strategies using repeatable, automated processes

• Drive influenced revenue through strategic partner relationships while creating multiplier effects across the partner ecosystem

• Implement data-driven pipeline creation models that systematically generate opportunities across partner networks

• Build territory-agnostic sales plays that can be executed by multiple partners in parallel

• Create partner-led consumption models that drive adoption at scale without linear resource increases

Ecosystem Orchestration & Platform Thinking

• Design and implement partner ecosystem platforms that enable self-service and automated collaboration

• Build scalable frameworks for partner onboarding, enablement, and activation that reduce time-to-value

• Create digital engagement models that maintain partner relationships at scale through technology and automation

• Develop partner community strategies that foster peer-to-peer learning and knowledge sharing

Programmatic Revenue Growth

• Build systematic approaches to partner capacity building that increase influenced revenue per partner

• Create standardized metrics, dashboards, and reporting frameworks that provide visibility across the entire partner ecosystem

• Implement automated lead routing and opportunity management systems between Salesforce and partner organizations

• Develop partner incentive structures that drive desired behaviors at scale

Strategic Relationship Management with Leverage

• Build and maintain C-level relationships while creating executive engagement models that scale beyond individual interactions

• Establish executive governance frameworks with partners that drive accountability and strategic alignment

• Create business review cadences and templates that can be replicated across multiple partner relationships

• Design partner advisory boards and councils that aggregate strategic input and drive ecosystem-wide initiatives

Cross-Functional Collaboration & Alignment

• Partner with Sales, Marketing, Legal, and Operations teams to create integrated, scalable partner programs

• Drive standardized communication frameworks and collaboration tools that enable seamless cross-functional execution

• Create partner sales enablement content and tools that can be consumed by field teams at scale

• Design feedback loops that continuously improve partner programs based on data and insights

Data-Driven Program & Portfolio Management

• Define comprehensive KPI frameworks that measure partner ecosystem health, performance, and ROI

• Implement predictive analytics and AI-driven insights to optimize partner investments and resource allocation

• Maintain real-time dashboards communicating program effectiveness, pipeline velocity, and influenced revenue to Executive Leadership

• Conduct portfolio analysis to identify high-performing partner plays and scale successful initiatives

• Build business case models for new partner program that demonstrate scalability and expected returns

Innovation & Continuous Improvement

• Identify opportunities to leverage technology, AI, and automation to increase partner ecosystem efficiency

• Create rapid experimentation frameworks to test new partner plays and scale what works

• Foster partner certification and specialization under the programs, that systematically build partner capabilities

• Establish best practice sharing mechanisms that distribute successful approaches across the ecosystem

Operational Excellence & Scalability

• Implement partner lifecycle management systems that track partners from recruitment through maturity

• Build capacity planning models that ensure partner ecosystem scales ahead of demand

• Ensure effective and timely internal and external communication through automated and templated approaches

Required Qualifications

Experience

• 10+ years in channel sales, channel management, or partnership roles with proven ability to scale programs

• Demonstrated success building and executing strategies that deliver results across multiple geographies and partner organizations simultaneously

• Proven track record of creating repeatable, scalable programs that drive measurable influenced revenue growth

• Experience implementing partner technology platforms, automation tools, or ecosystem management systems

• Background in program management, operations, or business process design preferred

Skills & Competencies

• Strategic Thinking with Execution Discipline: Ability to develop high-level strategy while ensuring scalable implementation

• Systems Thinking: Understanding of how to design interconnected programs that create network effects

• Data & Analytics Proficiency: Comfort with data analysis, metrics frameworks, and performance optimization

• Process Design: Expertise in creating standardized, repeatable processes that maintain quality at scale

• Technology Leverage: Ability to identify and implement tools that enable scale and automation

• Executive Presence: Strong communication skills to influence C-level audiences while managing programs at scale

• Change Management: Experience driving organizational adoption of new processes and systems

• Project & Portfolio Management: Ability to manage multiple initiatives simultaneously with clear prioritization

Key Success Metrics

• Scale Metrics: Partner-influenced pipeline and revenue growth rate, partner ecosystem size and health

• Efficiency Metrics: Cost per influenced dollar, partner activation rate, time to productivity

• Program Metrics: Number of partners executing standardized plays, program adoption rates, partner satisfaction scores

• Impact Metrics: Total influenced ACV/AOV, attach rates across partner portfolio, customer success metrics

• Capacity Metrics: Partner certifications, solution offerings launched, partner resources enabled

Core Competencies for Scale

• Design for Scale: Creates programs with replication and automation in mind from inception

• Leverage Technology: Uses tools and platforms to multiply impact beyond individual effort

• Build Systems: Thinks in frameworks, processes, and platforms rather than one-off relationships

• Data-Driven Decision Making: Uses analytics to optimize and scale what works

• Empower Others: Enables partners and internal teams to execute independently through clear frameworks

• Continuous Optimization: Constantly measures, learns, and improves programs for greater efficiency

Languages: English and Portuguese

What Makes This Role Unique

This is not a traditional partner account management role focused on a handful of strategic relationships. Instead, this position requires someone who can think like a product manager, operate like a program manager, and strategize like a business leader—all while maintaining the relationship skills of an account director. You'll build the frameworks, systems, and programs that enable dozens or hundreds of partners to drive billions in influenced revenue, rather than managing individual partner relationships one at a time.

The ideal candidate is someone who gets energized by creating leverage, who sees patterns and builds systems, and who measures success not by individual deals but by the compounding impact of scalable programs across an entire ecosystem.