Strategic Partner Executive

SoftwareOne; United States; Remote; USD 180,000 - 200,000; Full time

Benefits offered by this job

Bonus structure and incentive programs

Remote-friendly organization

401k with employer matching

Paid holidays and vacation

Job summary

SoftwareOne is seeking a Strategic Partner Executive to manage and grow high-impact strategic partnerships with MSPs, distributors, and cloud ecosystem partners. You will act as the executive quarterback across sales, marketing, delivery, and operations to ensure joint go-to-market execution, revenue growth, and a frictionless partner experience.

You will own the partnership, driving top-line results and long-term strategic alignment through joint business planning, QBRs, partner governance, and

Qualifications

• 7+ years in strategic partnerships, alliances, or channel leadership.
• Proven track record of driving revenue growth and co-sell motions.
• Deep understanding of hyperscaler partner programs (Microsoft CSP, AWS MAP, Google Partner Advantage).
• Strong relationship management, negotiation, and executive presence.
• Experience in cloud distributor, hyperscaler, or MSP ecosystem leadership.
• Bachelor’s degree in business/tech; MBA a plus.

Responsibilities

• Serve as the primary executive contact for a strategic channel partner, building relationships across sales, alliances, marketing, and delivery.
• Lead executive briefings, quarterly business reviews, and joint planning; coordinate resources to grow and enable the partnership.
• Develop and execute joint business plans that drive cloud consumption, services growth, and co-sell.
• Build joint go-to-market campaigns, launch solutions, and identify new revenue through marketplace programs, incentive funding, and service offerings.
• Maintain partner rules of engagement, deal registration, pipeline transparency, and clear engagement expectations and escalation paths.
• Resolve deal conflicts, operational issues, and execution barriers to protect deal integrity and strengthen collaboration.
• Drive field co-selling between internal and partner sellers, supported by demand generation, marketing, and sales enablement.
• Align with Microsoft, AWS, and Google Cloud field teams to maximize co-sell funding and visibility.
• Track shared partner scorecards covering pipeline growth and health, forecast accuracy, deal velocity, consumption, services attach, retention, NPS, and marketing development fund utilization.
• Report partnership performance, risks, and growth opportunities to executives; use partner and industry insights to shape strategic sales plays and go-to-market strategy.
• Travel 35%

Skills

Applied AI in business

Strategic partnerships leadership

Executive communication

Negotiation

Relationship management

Multi-stakeholder engagement

Education

Bachelor’s degree in business or technology

MBA preferred

Tools

Deal registration platforms

Job description

Why SoftwareOne?

SoftwareOne is a global software and cloud solutions provider and distributor, powered by around 12,000 people across more than 70 countries. But what really makes us SoftwareOne is our people: curious minds, different perspectives, and talented teams working together to solve real challenges and create meaningful impact. Here, you’ll have the opportunity to grow, explore new possibilities, and build a career that’s uniquely yours, while helping shape what’s next in technology.

The role

Job Summary

The Strategic Partner Executive is responsible for managing and growing high-impact strategic partnerships with key MSP, distributor, and cloud ecosystem partners. This role acts as the executive quarterbackacross sales, marketing, delivery, and operations to ensure joint go-to-market execution, revenue growth, and a frictionless partner experience.

You will own the partnership, driving both top-line results and long-term strategic alignment through joint business planning, QBRs, partner governance, and field co-sell efforts.

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, actively apply AI, and lead by example as technology continues to evolve.

Role & Responsibilities

• Serve as the primary executive contact for a strategic channel partner, building relationships across sales, alliances, marketing, and delivery.
• Lead executive briefings, quarterly business reviews, and joint planning; coordinate resources to grow and enable the partnership.
• Develop and execute joint business plans that drive cloud consumption, services growth, and co‑selling.
• Build joint go-to-market campaigns, launch solutions, and identify new revenue through marketplace programs, incentive funding, and service offerings.
• Maintain partner rules of engagement, deal registration, pipeline transparency, and clear engagement expectations and escalation paths.
• Resolve deal conflicts, operational issues, and execution barriers to protect deal integrity and strengthen collaboration.
• Drive field co‑selling between internal and partner sellers, supported by demand generation, marketing, and sales enablement.
• Align with Microsoft, Amazon Web Services, and Google Cloud field teams to maximize co‑sell funding and visibility.
• Track shared partner scorecards covering pipeline growth and health, forecast accuracy, deal velocity, consumption, services attach, retention, NPS, and marketing development fund utilization.
• Report partnership performance, risks, and growth opportunities to executives; use partner and industry insights to shape strategic sales plays and go-to-market strategy.
• Travel 35%

What we need to see from you

What you offer

• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• 7+ years of experience in strategic partnerships, alliances, or channel leadership roles.
• Proven track record of drivingjoint revenue growth and co-sell motionswith MSPs, ISVs, or cloud ecosystem partners.
• Deep understanding of hyperscaler partner programs (Microsoft CSP, AWS MAP, Google Partner Advantage, etc.).
• Strong relationship management, negotiation, and executive presence skills.
• Ability to manage complex multi-stakeholder engagements with precision and diplomacy.
• Excellent communication, presentation, and strategic planning skills.
• Experience in a cloud distributor, hyperscaler, or MSP ecosystem leadership role.
• Familiarity with deal registration platforms, ROE frameworks, and joint scorecard execution.
• Comfortable with financial modeling, partner incentive programs, and performance reporting.
• Bachelor's degree in business, technology, or related field; MBA a plus.

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

• Joint financial impact, revenue growth & cloud consumption
• Net-new logo acquisition through partner-sourced pipeline
• GTM plays launched and converted
• Customer retention and CSAT

Organizational Alignment

• Who does this role report to the Channel Sales Director
• Collaboration with Channel Sales, Alliances and Solution Sales

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 a 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 include s 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 and Milwaukee-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 $180-200K 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

Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply.