Job SummaryThe Director, Global Sales Strategy is responsible for leading the organization's global sales strategy, partner ecosystem, and sales enablement functions. This role drives partner-influenced business growth, develops and executes strategic sales initiatives, and ensures sales teams are equipped with the knowledge, resources, and capabilities needed to achieve business objectives.
The ideal candidate brings a blend of leadership, sales strategy, enablement, channel sales, and partner management experience, along with strong executive communication skills and the ability to influence a highly matrixed organization. This individual will collaborate closely with Sales, Marketing, Product, Engineering, Learning & Development, and external partners to accelerate revenue growth and execute strategic business initiatives.
Additionally, this role will lead and develop a team of Program and Partner Managers who support regional and vertical-specific sales initiatives focused on driving pipeline growth across key areas of the business.
Role DescriptionGlobal Sales Strategy & Growth Initiatives- Develop and execute global sales strategies designed to accelerate growth and improve sales effectiveness.
- Lead cross-functional sales programs and campaigns across Sales, Marketing, Product, and Operations teams.
- Identify market opportunities, sales performance trends, and business risks using data-driven analysis.
- Create and manage strategic initiatives that support revenue goals and business priorities.
- Define success metrics, dashboards, and reporting mechanisms to measure program effectiveness.
- Present insights, recommendations, and business performance updates to senior leadership.
- Continuously optimize sales processes, engagement models, and strategic programs based on business results and stakeholder feedback.
Partner Alliance Strategy & Relationship Management- Own the overall partner alliance strategy and day-to-day management of strategic partner relationships.
- Develop and execute partner business plans aligned with company growth objectives.
- Build and maintain trusted relationships with partner leadership, sales organizations, marketing teams, and technical stakeholders.
- Identify opportunities to expand partner-sourced and partner-influenced pipeline and revenue.
- Drive joint go-to-market initiatives, campaigns, and business development activities with strategic partners.
- Establish partner success metrics and regularly track, analyze, and communicate performance.
- Coordinate partner engagement across regions, functions, and business units to ensure consistency and alignment.
- Lead partner business reviews and executive-level discussions.
Sales & Partner Enablement- Own the enablement strategy for internal sales teams and external partner organizations.
- Develop scalable enablement programs that improve sales capabilities, product knowledge, and partner effectiveness.
- Coordinate enablement content development with technical subject matter experts, product teams, partners, and external presenters.
- Curate and manage enablement resources, training materials, learning paths, and communications.
- Plan and facilitate training sessions, workshops, webinars, sales kickoffs, and ongoing learning initiatives.
- Ensure enablement programs align with business priorities and drive measurable adoption and impact.
- Track training effectiveness and continuously improve programs based on participant feedback and performance outcomes.
Leadership & Team Management
- Lead, coach, and develop a team of Partner Managers supporting specific regions and vertical markets.
- Establish team goals, performance metrics, and professional development plans.
- Foster a culture of collaboration, accountability, and continuous improvement.
- Provide strategic guidance, remove obstacles, and support team success.
- Ensure alignment between regional partner activities and the overall global partner strategy.
Behaviors & Competencies- Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
- Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
- Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
- Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
- Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
- Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.
- Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
- Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
- Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
- Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.
Skill Level Requirements- Bachelor's degree in Business, Marketing, Sales, Management, or a related field.
- 10+ years of experience in sales strategy, partner management, channel management, business development, sales enablement, or related disciplines.
- 5+ years of leadership experience managing programs, initiatives, and/or teams.
- Experience managing strategic technology, vendor, reseller, distributor, or alliance partner relationships.
- Demonstrated success developing and executing sales growth strategies and cross-functional business programs.
- Experience creating, managing, and measuring enablement programs for sales and/or partner organizations.
- Strong analytical capabilities with the ability to derive actionable insights from data.
- Proven project and program management experience.
- Experience managing stakeholders across multiple functions and organizational levels.
- Excellent written, verbal, presentation, and public-speaking skills.
- Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
Preferred Qualifications- Experience in channel sales, alliance management, or partner ecosystem development.
- Experience working within global sales organizations.
- Experience supporting SaaS, technology, cybersecurity, cloud, or enterprise software environments.
- Prior experience managing direct reports.
- Familiarity with CRM platforms, reporting tools, and sales enablement technologies.
Other Requirements- Strategic thinker with a demonstrated ability to align partner strategies, sales initiatives, and enablement programs to broader business objectives.
- Ability to influence senior leaders and drive alignment across a highly matrixed organization.
- Strong relationship-building skills with internal stakeholders, external partners, and executive audiences.
- Ability to balance long-term strategic planning with day-to-day operational execution.
- Comfortable leading executive-level presentations, business reviews, and strategic planning discussions.
- Passion for driving sales effectiveness, partner success, pipeline growth, and revenue acceleration.
- Ability to work cross-functionally across Sales, Marketing, Product, Engineering, Operations, Learning & Development, and external partner organizations.
The estimated annual pay range for this position is $125,000 - $250,000 which includes a base salary and bonus/commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
