Senior Partner Sales Manager

Software Quality Associates Corporation; Providence (RI); Remote; USD 120,000 - 180,000; Full time

Job summary

Software Quality Associates Corporation is seeking a Partner Channel Sales Manager to lead partner engagement and drive partner-sourced pipeline. You will own relationships primarily with IBM, Snowflake, and Microsoft, collaborating with technology leadership to create opportunities and establish SQA as a trusted partner.

The ideal candidate has over 10 years in channel sales, with existing relationships and a proven track record in revenue generation. This is a fully remote position with a focus on building robust partnerships and driving business growth.

Qualifications

• 10+ years in partner/channel sales or business development in enterprise technology.
• Established relationships with IBM, Microsoft, or Snowflake.
• Experience in professional services and deal structures.

Responsibilities

• Own and grow relationships across a targeted portfolio of technology partners.
• Drive partner-sourced pipeline and establish SQA as a go-to partner.
• Coordinate with solutions and delivery teams for partner-led proposals.

Skills

Partner/channel sales

Relationship management

Revenue generation

Business development

Technical conversations

Organizational skills

Communication skills

Job description

For nearly 30 years, SQA Group has helped leaders build fortified data estates, apply advanced analytics and AI to unlock new pathways, and accelerate software engineering delivery. Our work sits at the intersection of data solutions, digital innovation, and software engineering—and we’re driven by a deep belief that even the most advanced technology must keep the human at the center.

As we enter our next chapter of growth, we’re expanding our partner‑channel motion and looking for a seasoned Partner Channel Sales Manager to help lead it. This high‑visibility role sits at the center of SQA’s most strategic ecosystem relationships, driving partner‑sourced pipeline and establishing SQA as the go‑to delivery partner for data and AI engagements across our core partner network.

This is not a role for someone building their first channel motion. We’re looking for a proven channel leader who arrives with existing relationships, a clear strategy, and the ability to create impact quickly. Reporting to SQA Group’s VP of Data & Advanced Analytics, you’ll play a critical role in scaling our partner ecosystem—maintaining a partner‑agnostic approach while building deeper, higher‑impact relationships with a focused set of strategic partners.

About the Role

The Partner Channel Sales Manager will own and grow SQA Group’s relationships across a targeted portfolio of technology partners, with primary focus on IBM, Snowflake, and Microsoft. You’ll work closely with our technology leadership, partner marketing, and partner field sellers to identify joint opportunities, introduce SQA Group into active deals, and build trusted presence that keeps SQA top of mind when partners need a services team they can rely on.

You’ll be expected to hit the ground running—activating existing relationships, driving pipeline from day one, and co‑selling alongside partner teams with a clear point of view on how to win. The right person is energized by ecosystem complexity, knows how to navigate both the technical and commercial sides of a partner conversation, and comes ready with a strategy, not just a willingness to develop one.

Pipeline Development & Co‑Selling

• Identify and qualify joint opportunities with partner sellers, inserting SQA Group’s capabilities into active partner engagements where services are required
• Proactively introduce our firm to partner account teams working on data modernization, cloud migration, AI, and analytics initiatives
• Help partners shape deals that include a services layer, ensuring SQA Group is scoped in early and positioned to win
• Coordinate with our solutions and delivery teams to support partner‑led proposals, demos, and client conversations
• Own a revenue target (quota), with primary responsibility for partner‑sourced and partner‑co‑sold services and software bookings; secondarily, drive direct B2B sales opportunities when partner routes are not available or optimal
• Leverage TD Synnex and other distribution channels to expand deal reach and co‑selling motion

Partner Relationship Management

• Build and maintain regular cadences with partner sales leaders, alliance managers, and field‑level sellers across your partner portfolio
• Develop trusted relationships with partner account teams so that SQA is consistently positioned as the preferred services delivery partner for data and AI engagements
• Represent SQA Group at partner events, co‑marketing sessions, and ecosystem strategy discussions
• Establish SQA Group’s presence and mindshare within each partner organization, from field sellers up through leadership

Ecosystem Growth & Market Positioning

• Build our firm’s reputation as a trusted technical delivery partner within each ecosystem, ensuring proactive recommendations from partners to their clients
• Identify and pursue opportunities to deepen SQA Group’s participation in partner programs, certifications, and go‑to‑market initiatives
• Stay current on partner roadmaps, program changes, and field priorities to ensure SQA’s messaging and positioning stays relevant
• Provide market intelligence back to SQA leadership to inform our practice and partnership strategy

What Success Looks Like

• Pipeline Creation: A consistent and growing flow of partner‑sourced opportunities. SQA Group is a known and trusted services option within partner field teams.
• Revenue Contribution: Partner‑sourced or partner‑influenced services revenue, targeting $1.5M–$3M+ annually as the channel motion matures.
• Partner Mindshare: Partner teams are actively bringing SQA Group into deals without being prompted. You receive standing invitations to partner events, sales kick‑offs, and strategy sessions.
• Market Positioning: SQA Group is recognized within the ecosystem as a go‑to technical delivery partner, with partners proactively recommending us to their clients.

Who You Are

• 10+ years of experience in partner/channel sales, alliances, or business development—within enterprise technology or consulting services; this is not a role for someone building their first channel motion
• Established, activatable field‑level relationships with one or more of our core partners (IBM, Microsoft, Snowflake)—not relationships you’re planning to build, but ones you can pick up the phone and use on day one
• A background in consulting or professional services—you understand how services deals are structured, sold, and delivered, and can speak credibly to delivery capabilities
• Equally comfortable navigating technical conversations with data architects and commercial discussions with sales leaders and procurement
• A track record of building partner pipelines from scratch and converting ecosystem relationships into real revenue—with specific examples you can speak to
• A point of view on how to win in this channel—you come with a strategy, not just a willingness to develop one
• A collaborative, relationship‑first approach—you know that trust is the currency of the partner world, and you invest accordingly
• Strong organizational and communication skills; able to manage multiple partner relationships and deal cycles simultaneously without dropping the ball

Thank you for your interest in pursuing a career at SQA Group! This role is fully remote. SQA Group is an equal opportunity employer and supports workforce diversity. This job description is intended to describe the general nature and level of work being performed by the person assigned to this position. The primary duties and responsibilities above are intended to describe those functions that are essential to the performance of this job. This job description does not state or imply that the above are the only duties and responsibilities assigned to this position. All requirements are subject to possible modification to reasonably accommodate individuals with a disability.