Senior Principal Partner Sales Executive

Pegasystems; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

Pegasystems is seeking a Partner Seller Manager for ANZ to drive new logo growth by activating an extensive partner ecosystem including GSIs, global consulting firms, and boutique partners. You will co-sell and lead partner-led customer engagements to create measurable pipeline and revenue.

You will work closely with Partner Managers, Client Executives, and Growth teams to progress opportunities and shape deal strategies across Pegasystems' portfolio in the ANZ region.

Qualifications

• Experience selling enterprise software through partners, alliances or channel-led models.
• Proven track record of winning new logos via partner channels and joint go-to-market.
• Exposure to working with GSIs, global consulting firms, or boutique partners.

Responsibilities

• Own new logo growth across ANZ by activating partner ecosystem and co-selling.
• Build partner-sourced pipeline and progress opportunities with Client Executives.
• Coach partner sales teams on deal strategy, messaging and competitive positioning.
• Lead joint go-to-market campaigns, events, and growth plays with Partner Managers.
• Maintain pipeline visibility and act as credible senior representative across the Asia partner ecosystem.

Skills

Enterprise software sales

Partner/a channel sales

AWS sales experience

Tools

AWS

Job description

This role is all about growing Pega’s footprint in the ANZ by working through our partner ecosystem. Our Partner Seller Managers focus on helping partners bring Pega into new organizations and new conversations. Working across Pega’s full portfolio, the role centers on opening doors, shaping opportunities and enabling partners to confidently sell Pega as part of their wider transformation programs. It’s a commercially focused, outward‑looking role with a strong emphasis on collaboration and momentum. You’ll work closely with Partner Managers, Client Executives and Growth teams to turn partner relationships into real pipeline and revenue.

Picture Yourself at Pega:

• Driving new logo growth in the ANZ market by activating and energizing Pega's existing partner ecosystem.
• Creating pipeline through joint prospecting, co-selling and partner-led customer engagements.
• Helping partners position and sell Pega solutions to their sales, pre‑sales and consulting teams, and supporting their sales and deal strategies.
• Working alongside Pega Client Executives to create and progress opportunities through partners, and to help with deal progression.
• Partnering closely with Partner Managers who own partner relationships, enablement and business planning initiatives.
• Building strong, trusted relationships with partner sales leaders and delivery teams.
• Leading joint go‑to‑market activity such as campaigns, events and targeted growth initiatives.
• Keeping a clear view of pipeline, forecasts and progression.
• Acting as a visible and credible representative of Pega in the Asia partner ecosystem.
• At Pega, we actively explore and embrace emerging AI capabilities with curiosity, responsibility, and a drive for meaningful innovation. You will work in an environment where AI enabled tools are used to enhance learning, improve engineering efficiency, and support better decision making across the cloud platform.
• We expect engineers to apply critical thinking to all AI generated outputs—validating accuracy, quality, and relevance before applying them in production environments. We view AI maturity as a spectrum, progressing from foundational adoption toward more strategic, advocacy driven integration, and you will play an active role in that journey.
• How Success Is Measured
  • Revenue and ACV influenced through partner‑led opportunities.
  • New customer logos won via the partner channel.
  • Quality and depth of partner‑generated and partner‑sourced pipeline.
  • Level of partner engagement and sales activity.
  • Consistent deal progression and forecast accuracy.

What You'll Do at Pega:

• Own new logo growth across the ANZ market by activating Pega's existing partner ecosystem — GSIs, global consulting firms, boutique partners and AWS — to open doors into organizations Pega is not in today.
• Build and convert partner‑sourced pipeline through joint prospecting, co‑selling and partner‑led customer engagements, working alongside Pega Client Executives to shape and progress opportunities through to close.
• Enable and influence partner sales, pre‑sales and consulting teams to position Pega confidently within their own transformation propositions, coaching on deal strategy, value messaging and competitive positioning rather than simply passing leads.
• Lead joint go‑to‑market execution — campaigns, events and targeted growth plays — in close partnership with the Partner Managers who own relationship, enablement and business planning.
• Maintain a disciplined view of pipeline, forecast and deal progression, and act as a visible, credible senior representative of Pega across the Asia partner ecosystem.

Who You Are:

Background and Experience

• Strong experience in enterprise software sales, with a clear track record of winning new business.
• Hands‑on experience selling through partners, alliances or channel‑led models; AWS sales and operations experience is ideal.
• Exposure to working with global consulting firms, GSIs and boutique partners, with a strong ecosystem and partner focus.
• Proven ability to drive new logo opportunities rather than relying only on account expansion; a genuine self‑starter.

Knowledge and Approach

• Good understanding of enterprise transformation and consultative selling.
• Comfortable working with partners and navigating different sales models.
• Able to operate across multiple industries within the Asia market.
• Sales and marketing experience across a broad enterprise portfolio.

Ways of Working

Commercially minded — spots opportunities and knows how to move them forward. Ecosystem‑driven — enjoys enabling others to sell and succeed. A credible communicator who is confident with senior stakeholders on both the partner and customer sides. Highly collaborative, working naturally across teams and functions, and resilient and adaptable enough to stay comfortable with complexity and long sales cycles.

You demonstrate a strong Growth Mindset—embracing curiosity, continuous learning, and adaptability in a fast‑changing technology environment. You are comfortable speaking about AI with confidence and conviction, and you view AI as an enabler to improve outcomes rather than a substitute for sound engineering principles.

You challenge assumptions, learn quickly from change, and apply critical thinking to validate outputs and make informed decisions. You bring a thoughtful, quality‑driven approach to your work and actively contribute to a culture of innovation, collaboration, and continuous improvement.

What You've Accomplished:

• A sustained track record of exceeding enterprise software quota, with the majority of attainment coming from new logo wins rather than expansion of existing accounts.
• Demonstrated success selling through partners — alliance, channel or co‑sell models — including measurable partner‑sourced and partner‑influenced ACV; AWS co‑sell and marketplace experience is a strong advantage.
• Built and scaled relationships with GSIs, global consulting firms and boutique partners, turning executive‑level relationships into repeatable joint pipeline across multiple industries and countries.
• Operated successfully across diverse Asia markets, navigating complex, long‑cycle enterprise transformation deals with multiple stakeholders on both the partner and customer sides.
• Consistently accurate forecasting and CRM discipline over multi‑quarter cycles, with a self‑starter reputation for creating momentum in white‑space territories.
• Gartner‑recognized technology leadership across our product categories.
• Continuous learning and development opportunities.
• An innovative, inclusive, agile, flexible, and fun work environment.
• A competitive global benefits program includes pay, bonus incentive, and employee equity.
• An organization that actively invests in AI‑enabled learning, innovation, and responsible adoption across its consulting practice.

Meet Our Team:

This role is all about growing Pega’s footprint in the ANZ by working through our partner ecosystem. Our Partner Seller Managers focus on helping partners bring Pega into new organizations and new conversations. Working across Pega’s full portfolio, the role centers on opening doors, shaping opportunities and enabling partners to confidently sell Pega as part of their wider transformation programs. It’s a commercially focused, outward‑looking role with a strong emphasis on collaboration and momentum. You’ll work closely with Partner Managers, Client Executives and Growth teams to turn partner relationships into real pipeline and revenue.

AI in Action – Responsible Use of AI in Recruitment
Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support. All hiring decisions are made based on human review and judgement. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.

Culture
At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.

We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

Pega Offers You:

• Gartner‑recognized technology leadership across our product categories.
• Continuous learning and development opportunities.
• An innovative, inclusive, agile, flexible, and fun work environment.
• A competitive global benefits program includes pay, bonus incentive, and employee equity.
• An organization that actively invests in AI‑enabled learning, innovation, and responsible adoption across its consulting practice.