The role

Job Summary

SoftwareOne is building the partner-powered pipeline engine of the future.

We are seeking a dynamic individual contributor to develop and deliver a high-impact enablement program for our channel partner seller community. In this role, you will own the design and execution of training and enablement initiatives that empower partner sellers with AI-led, consultative, outcome-based selling skills and align them to the same sales motions, operating models, and frameworks used by our direct sales teams. You will play a crucial role in driving partner-influenced pipeline and accelerating partner success in selling our services, particularly our AI and cloud offerings. This position requires a strategic mindset, cross-functional collaboration, and a focus on measurable outcomes tied to partner sales readiness and revenue influence.

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 & Responsibilities

• Partner Seller Enablement Strategy & Execution: Develop and lead end-to-end partner sales enablement programs - including training curricula, sales playbooks, certifications, enablement workshops, and play-based selling sessions - that equip partner sales teams with consultative, outcome-driven selling skills (e.g. AI solutions sales), emphasizing repeatable AI offers (not one-off projects) and reinforcing that AI services are not sold like traditional product licenses.
• Alignment with Direct Sales Frameworks: Ensure partner sellers are aligned with our company's direct sales enablement frameworks and sales motions, leveraging existing best practices, sales plays, and rules-of-engagement training. Champion a consistent approach so that partner sellers adopt the same AI-focused, value-selling methodologies and GTM frameworks as our internal teams.
• Cross-Functional Collaboration: Collaborate closely with Sales, Marketing, Product, Services, and Channel Program teams to incorporate the latest channel program updates, cloud Tier-2 model changes, and customer/market insights into partner enablement materials. Translate changes in our cloud partner (CSP Tier-2) model, partner incentives, and channel programs into actionable enablement content for partner sellers.

What we need to see from you

What you offer

• Sales Enablement & Training Expertise: Proven experience designing and delivering impactful sales enablement programs (e.g., training curricula, playbooks, workshops, certifications) for B2B sales or partner teams, with the ability to scale content across large partner audiences. Familiarity with adult learning principles and recognized sales enablement methodologies (e.g., consultative/value-based selling frameworks) is a strong asset.
• Channel Go-To-Market Knowledge: Deep understanding of modern channel sales models - including cloud distributor/Tier-2 programs (e.g., CSP) and partner program mechanics - with the insight to align partner selling motions to our direct sales frameworks. Knowledge of partner co-selling and channel incentives is essential for success in this role.
• AI & Cloud Solution Acumen: Solid working knowledge of cloud services and AI-driven solutions from a sales perspective, with an understanding that AI and high-value services require a consultative, outcome-focused selling approach (distinct from transactional product licensing). Able to translate complex AI/cloud value propositions into practical training and repeatable sales plays for partner sellers.
• Enablement Content Development: Strong content creation and curriculum design skills - adept at developing engaging, scalable training materials and programs tailored to partner seller needs (e.g., AI sales training, sales plays, certifications, workshops) that drive measurable improvements in partner sales readiness and pipeline generation.
• Cross-Functional Collaboration & Results Orientation: Excellent collaboration and communication skills to work seamlessly with internal teams (Sales, Marketing, Product, Services, Channel Programs) and partners. High degree of ownership and accountability, with a track record of driving measurable partner-influenced pipeline and revenue growth by executing quickly and adjusting enablement strategies based on data and feedback.
• Platform Administration & Technical Fluency: Deep familiarity with partner portals, Learning Management Systems (LMS), and Sales Enablement tools (e.g., Docebo, Highspot, Seismic, or MindTickle). You must be able to manage content syndication, user access, and system integrations.
• Instructional Design & Content Delivery: The ability to translate complex product training and go-to-market strategies into scalable, modular, and engaging digital formats (certifications, micro-learning, and video tutorials).
• Partner Journey Mapping: Understanding the partner lifecycle-from onboarding and training to specialization and co-selling. You must tailor delivery methods to meet partners exactly where they are in their growth.

Expected Travel: 25-30% (partner events, field enablement, train the trainer events, 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

• Program delivery & reach (First 6 months)
• Partner Sales Readiness
• Pipeline & revenue influence
• Alignment & content quality

Organizational Alignment

• This role reports to the Hyperscaler & Channel Programs Leader
• Partner closely with Channel Sales, Solution Sales, Services and the Corporate Enablement Team(s) to support Channel Partner Enablement.

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 $130K - $145K 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 Function

Sales