JOB TITLE: Partner Sales Director - HyperscalersLOCATION: Seattle WA or San Mateo CAOVERVIEW:The Partner Sales Director is a quota-carrying, field-facing role responsible for driving enterprise pipeline and bookings through strategic partner ecosystems. This leader will build and activate relationships with the entire partner ecosystem (hyperscalers, global system integrators, reseller partners) to generate, qualify and close enterprise opportunities.
The role requires a hunter mentality combined with strong alliance leadership-identifying high-value accounts, creating joint account strategies, and orchestrating multi-party sales motions between Kore.ai and its partner ecosystem.
The Partner Sales Director will work closely with Kore.ai BDR/SDRs, Account Executives, Sales Engineers, Marketing, and will be supported by Partner Success Managers to drive co-sell motions, develop partner-driven pipeline, and close strategic deals.
RESPONSIBILITESDrive Revenue Through the Partner Ecosystem- Own partner-sourced and partner-influenced pipeline development within the assigned region(s).
- Generate and advance enterprise opportunities through joint selling with partners.
- Identify strategic deals where partner involvement accelerates market entry, credibility, or scale.
- Engage with partners and potential customers at partner events where needed.
Develop relationships with strategic ecosystem partners including:- Hyperscalers such as AWS and Microsoft
- Global system integrators such as Deloitte and Accenture
- Channel and distribution partners such as TD SYNNEX
Build and Execute Joint Account Strategies- Analyze target account overlap between Kore.ai and partner portfolios to identify high-value enterprise opportunities.
- Develop joint account plans with partner sales teams and Kore.ai Account Executives.
- Coordinate multi-threaded engagement across partner leadership, sales teams, and customer stakeholders.
Opportunity Qualification and Deal Execution- Rigorously qualify partner-sourced opportunities to ensure strong fit and realistic deal progression.
- Work directly with Account Executives and Sales Engineers to advance opportunities through the full sales cycle.
- Align partner capabilities and services with Kore.ai solutions to strengthen deal value propositions.
Develop and Execute Partner Business Plans- Create and manage joint business plans with strategic partners to define clear targets and growth objectives.
- Drive execution across three primary motions:
- Co-Sell: joint pipeline development and deal execution
- Co-Market: joint campaigns, events, and demand generation
- Co-Build: solution development and industry accelerators
- Track partner performance and continuously optimize engagement strategies.
Activate Partner Demand Generation- Collaborate with marketing to design joint go-to-market programs with partners, including:
- Industry events and roadshows
- Partner field campaigns
- Executive briefings
- Thought leadership initiatives
- Convert marketing engagement into a qualified pipeline.
Lead and Coach Partner Engagement Teams- Work closely with Partner Success Managers (PSMs) to manage ongoing partner relationships and deal progression.
- Provide coaching on opportunity strategy, partner engagement, and account prioritization.
- Act as the central orchestrator between Kore.ai's field organization and partner teams.
SKILLS & REQUIREMENTS- Minimum 7 years of enterprise sales, alliances, or channel experience in enterprise software, AI, SaaS, or cloud technologies required.
- Demonstrated track record of building pipeline and closing enterprise deals through hyperscalers (Microsoft and AWS specifically) required.
- Previous experience working with large system integrators highly preferred.
- Strong familiarity of technology platforms, AI and ML technology, contact center, and B2B cloud marketplace go-to-market required.
- Strong understanding of enterprise sales cycles, partner-led GTM motions, and ecosystem selling required.
- Proven ability to create and close large, complex deals with multiple stakeholders within partner ecosystem of hyperscalers & SI teams required.
- Proven ability to identify plan and prioritize strategic accounts with the highest revenue potential required.
- Comfortable building relationships with partner leadership and enterprise decision-makers on executive level required.
- Cross-Functional Orchestration: Strong ability to align sales, marketing, product, and partner teams to execute coordinated GTM motions required.
- Willing to travel 20% required.
Depending on specific professional experience and geographical location of individuals, the salary for this position ranges from $160,000 - $170,000. Additional wage/bonus/commission and benefit details will be shared during the formal interview process for this full-time employment opportunity.
