The Partner Sales Manager is responsible for identifying, qualifying and partnering with large global service providers who can drive value to our business - mainly through the introduction of new clients and the evolution extension of our products and services. This person will own partner marketing and work with the sales team to close new business opportunities through strategic partners. This position will need to identify, establish, develop, and maintain strategic business relationships within warehouse system integrators and material handling equipment providers. This position requires the individual to work closely with Plus One management and Product staff to effectively communicate partner expectations and requirements and to develop creative and collaborative solutions.
Essential Functions
- Personally own a quota for partner-sourced bookings and be accountable for moving deals through the full sales cycle, from first introduction through signed contract.
- Personally create partner-facing sales enablement materials (one-pagers, pitch decks, ROI tools) and train partners to use them effectively. Support joint account planning and opportunity prioritization with select strategic partners.
- Identify and pursue new business opportunities through strategic partners, industry relationships, and targeted market outreach, leading a complex sales cycle from early discovery and solution shaping through negotiation and close.
- Act as the sales lead on partner-engaged opportunities, collaborating cross-functionally with Sales, Engineering, Product, Marketing, Legal, and Operations to structure and execute deals.
- Build relationships with partner sales reps, account managers, and technical teams to generate and move deals forward.
- Gather marketing intelligence, proprietary insights, and deal feedback via customer and partner interviews and meetings.
- Represent the company in customer meetings, partner engagements, and relevant industry events.
- Maintain accurate pipeline, forecasting, and opportunity management in CRM systems.
Required Education, Experience, and Qualifications
- Bachelor's degree in Business, Marketing, Engineering or other related program
- 5+ years of experience in enterprise B2B sales, strategic accounts, or partner-influenced sales roles
- 2+ years' experience and proven success in selling new, complex, integrated solutions which require education as part of the sales process.
- A network of relationships within the supply chain and logistics ecosystem, including direct work experience with Warehouse System Integrators / Robotic System Integrators / Material Handling Equipment manufacturers.
- Understands key logistics challenges in the parcel, general merchandise, and 3PL environments.
- Excellent communication, listening and organizational skills. Able to professionally manage many priorities at once and use active listening to identify opportunities for mutual benefit.
- A creative, problem-solving mindset and a collaborative approach to sales and partnerships.
- Demonstrates a commercial understanding of value-based selling (i.e. ROI, payback period, and NPV calculations).
- Excellent verbal, written, and presentation skills.
Preferred Education and Experience
- Bachelor's degree in Sales, Marketing, or related field.
- Experience with partner / channel sales enablement.
- Experience with marketing, including content creation and campaign development.
- Understanding of potential industry specific business processes, drivers, and issues to be addressed during the sales cycle.
- Prior experience selling novel solutions, including robotics.
Additional Eligibility Qualifications
- Must have a valid driver's license.
- Must be able to travel unrestricted within the US, Canada, and EU.
Compensation: Base salary of $120,000-140,000 plus commission.
Benefits: We offer a benefits plan that includes robust healthcare offerings, unlimited PTO, paid parental leave, and sabbatical program.
