National Partner Manager - SHI

Location: Austin, TX or New Jersey Preferred - Remote

Travel: Approximately 30-50%, including regular partner meetings

Reports to: Director, Partner Sales
Role Overview

Nasuni is hiring a National Partner Manager to own and accelerate our strategic partnership with SHI. You will turn an established relationship into a scalable growth engine through joint planning, executive alignment, field activation, demand creation, and disciplined pipeline execution. There will be a secondary responsibility for 1 other national partner in addition to SHI.

This is a national role with direct revenue accountability. It is for a channel leader who produces results through people who do not report to them-not a portfolio manager or direct seller who personally runs every opportunity.
Level & Scope Definition

You will operate with significant autonomy as Nasuni's business owner for SHI, setting strategy and governance while coordinating Sales, Sales Engineering, Marketing, Customer Success, and executive resources. The role balances long-range strategy with hands-on program execution and has no direct reports. Year-one scope is North America; international planning may follow as the partnership develops.
Responsibilities

• Own annual and quarterly joint business plans, including targets, governance, accountabilities, investments, and executive reviews.
• Build durable, multi-threaded relationships across SHI sales, alliances, engineering, services, and marketing leadership.
• Translate partner economics-including margin, incentives, and seller compensation-into a compelling reason to lead with Nasuni.
• Grow partner-sourced and partner-influenced pipeline, bookings, and forecast accuracy across commercial, enterprise, and strategic segments.
• Create account-mapping, field-activation, enablement, and joint-sales programs that reach a distributed organization without depending on deal-by-deal participation.
• Design co-marketing and demand-generation motions, define the investment case, and measure return.
• Support top-deal strategy and executive escalation while converting wins into documented plays others can run.
• Maintain accurate Salesforce reporting and use approved AI-enabled workflows for research, partner intelligence, pipeline analysis, and automation. Validate outputs, protect confidential data, and retain decision accountability.

What Success Looks Like

In the first year, you will establish a signed joint plan and operating cadence, strengthen executive coverage, launch measurable field and demand programs, grow partner-sourced pipeline, and create repeatable motions both companies can run at scale.
Qualifications
Must-Have

• 8+ years in channel sales, alliances, strategic partnerships, partner development, or enterprise technology sales, including 5+ years owning national or strategic partners.
• Direct accountability for partner-sourced or partner-influenced pipeline, forecast, bookings, or revenue.
• Experience authoring and executing joint business plans with national solution providers, integrators, or strategic channel partners.
• Success influencing executives and distributed field teams without formal authority.
• National scope across at least two segments: commercial/SMB, enterprise, or strategic.
• Working knowledge of solution-provider economics, CRM discipline, and forecasting.
• Practical use of AI-enabled tools to improve partner or sales workflows, with clear validation and data-handling judgment.
• Ideal location in the Austin, TX or New Jersey area and able to travel approximately 30-50%.

Preferred

• Experience in enterprise software, cloud, data infrastructure, cybersecurity, cyber resilience, storage, or adjacent SaaS markets.
• Co-marketing, market development funds, partner enablement, campaign ROI, Salesforce, or partner ecosystem management experience.
• Experience in a private-equity-backed or high-growth SaaS company.
• Cross-border partner experience.

Ideal

• Prior work with SHI as a partner, customer, or former employee.
• Ownership of a named national partner with multi-million-dollar annual responsibility.
• A record of turning individual wins into programs others adopted.

Experience Guidelines

Successful candidates typically bring 9-15 years of relevant experience. Scope, ownership, and national-partner outcomes matter more than tenure alone. No specific degree is required.