The roleJob SummarySoftwareOne is building the partner-powered pipeline engine of the future. We are seeking a Senior Partner Program Manager to sit at the intersection of our Alliance and Channel Sales motions and translate our Hyperscaler partnerships into measurable, scalable field impact.
This is not a relationship management role. You are a GTM architect - designing, building, executing, and continuously evolving the programs and initiatives that activate our field, enable our partners, and accelerate joint revenue across the Microsoft, Google, and AWS ecosystems.
You will own the Channel Integration layer of our Strategy & Convergence (S&C) Workstream and advance our Partner Different vision across co-sell programs, CSP channel plays, Global System Integrators (GSIs), and our Global Channel Sales partner base. The ideal candidate brings deep experience in global partner ecosystems - including Global Alliances, Global Channel Sales, and the Microsoft Cloud Solution Provider (CSP) program - and knows how to unlock partner potential at scale through disciplined GTM execution.
Note: SoftwareOne is an
AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.
Role & ResponsibilitiesGTM Strategy Design & Execution- Design and execute GTM programs that accelerate revenue across the Hyperscaler ecosystem - Microsoft, Google, and AWS - spanning GSIs, Channel Sales, and CSP partners.
- Drive the Partner Different vision: shift partner motions from one-off transactions to repeatable, services-attached growth that's visible, measurable, and scalable.
- Launch Partner 2.0 initiatives that grow inbound leads, co-sell participation, and sell-through - with clear rules of engagement for field sellers and partners. Develop and activate Partner 2.0 initiatives that accelerate inbound lead generation, co-sell participation, and partner sell-through motions - with clear rules of engagement for field sellers and partner-facing teams.
Channel Integration & Operational Excellence- Lead the Channel Integration portion of the S&C (Strategy & Convergence) Workstream - operationalizing channel programs including CSP Tier 2 partner migrations, multivendor workflows, and Partner Connect process design built for scale.
- Drive CRM hygiene, pipeline progression, co-sell compliance, and funding unlock disciplines (OCP, ACE, migration credits) across channel partner programs.
- Instrument programs with trackable KPIs and real-time partner health dashboards in Cloud-iQ and CRM - partnering with Sales Ops, RevOps, and Cloud Desk.
Stakeholder Engagement - Internal & External- Lead relationships with Hyperscaler field counterparts - Microsoft PSEs and PDMs, Google Cloud GTM, and AWS Alliance teams - to drive consensus and revenue on joint motions.
- Engage the partner ecosystem through Partner Advisory Board (PAB) touchpoints, webinars, and engagement cadences to capture feedback and land key initiatives.
- Equip field sellers with the plays, tools, and seller-to-seller connections to confidently co-sell.
Program Management & Continuous Improvement- Manage a portfolio of strategic, complex programs across the Hyperscaler ecosystem in a matrixed, fast-paced environment.
- Define OKRs and KPIs tied to partner-influenced pipeline, time-to-transaction, partner NPS / Trust Index, ACR growth, and Net New Revenue.
- Champion process improvement and automation that scales across regions - and apply learnings to drive broader field impact.
Thought Leadership- Serve as internal SME on the Hyperscaler ecosystem, bringing industry trends and GTM best practices into SoftwareOne's program design.
- Position SoftwareOne as a differentiated partner of choice through external engagement, co-marketing, and executive participation
What we need to see from youWhat you offer- Demonstrated experience using AI in a practical, applied way - such as improving workflows, automating tasks, enabling better decision-making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
- Bachelor's degree preferred, equivalent experience acceptable
- 5-7+ years of experience in channel partner programs, GTM strategy, alliance management, or partner enablement - with direct accountability for partner-driven revenue outcomes.
- Deep operational knowledge of the Microsoft Cloud Solution Provider (CSP) program - including Indirect Reseller (Tier 2) and Direct models - and working familiarity with Google Cloud and AWS partner frameworks.
- Proven track record designing and executing co-sell programs, Global Alliance motions, and CSP channel plays at scale across global and regional field teams.
- Experience managing complex, matrixed program workstreams in fast-paced, high-growth environments - navigating ambiguity and maintaining momentum across competing priorities.
- Strong command of CRM pipeline management, partner health reporting, and data-driven decision-making (PowerBI, Excel, CRM platforms).
- Excellent communication skills and comfort engaging stakeholders from field sellers to senior leadership - across both internal teams and Hyperscaler partner organizations.
- Deep understanding of partner ecosystem economics: how co-sell incentives work, how CSP partners are compensated, and how to design programs that align to partner business models.
- Strong organizational skills with high attention to detail and follow-through.
Expected Travel: 25-30% (partner events, field enablement, annual conferences, and sponsored programs).
The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Success Criteria- Partner Influenced Pipeline
- Time-to-transaction in Cloud-iQ
- Partner NPS
- ACR and Cloud Consumption Growth
- Net New Revenue
Organizational Alignment- This role reports to the Hyperscaler & Channel Programs Leader
- Partner closely with Sales, Presales, Channel, Solution Sales, and Services to support deal execution and co-sell motions.
What we offer- Generous pay with bonus structure (quarterly or bi-annual depending on the role)
- Independent environment without a lot of red tape where you are empowered to make decisions
- Substantial benefits package that includes:
- Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
- 401k program with employer matching 50% up to the first 10% of employee's contributions
- Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
- Access to EAP and concierge services plus pre-paid legal at no cost
- Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
- Employee stock purchase plan
- Learning and development opportunities galore, tuition reimbursement, and much more!
- Specific to Nashville-based office employees: company-paid parking
- Winning culture, inclusive environment, and friendly people all over the world
- A remote-friendly organization, with colleagues working remotely either part or full-time
Target compensation for this role will be $145K - $165K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates' qualifications, experience, education, and work location.
We are not able to consider candidates residing in the state of Hawaii currently.Job FunctionSales
