Head of Partner Sales

Head of Partner Sales

Job Category:
Alliances & Partners

Location:

US - Massachusetts - Remote

The Pega Partner Ecosystem team drives strategic growth by building a robust Partner community, enabling Partners to be effective at selling and delivering Pega-based solutions, establishing effective go-to-market initiatives with Partners, and driving new client opportunities and sales collaboratively with Partners.

In this role, you will be responsible for leading a global Partner Sales organization that consists of multiple regional Partner Sales teams (Americas, EMEA, and APJ). This includes establishing a strategic plan to grow the business and successfully deliver results against sales goals, as well as building and maintaining a high-performance sales organization through recruitment, development, and ongoing management – especially developing and coaching the regional sales leaders.

In addition, you will be responsible for effective operational management and sales excellence – maintaining appropriate pipeline and accurately forecasting and reporting results across all global teams.

As the Global Partner Sales Leader, you'll be responsible for driving measurable business impact by building and enabling a high-performance Partner Sales organization. This includes:

• Recruit, hire, and develop a high-performance regional sales leads and teams
• Establish a full strategy for effective sales globally, ensuring that all regions have clear plans of execution to meet goals, maintain a high bar for the team for team performance, and meet annual organization targets
• Establish effective sales management practices to maintain sales excellence, including pipeline management, reporting cadences, and accurate forecast management
• Build deep relationships with sales leaders within Partner organization and maintain an effective network that supports enterprise sales
• Build deep relationships with Pega Sales Leaders and other field counterparts to ensure strong team collaboration
• Work closely with Partner Managers to understand Partner competencies and offerings, and maintain strong bidirectional communication to ensure a consistent Partner experience
• Be an active representative on the Partner Ecosystem Leadership Team, participating in planning, proactively driving organizational improvement, and demonstrating leadership in internal and external communities.

You're a sales leader who understands the partner ecosystem, direct client selling, and indirect partner sales who can bring a unique combination of relationship-building skills and strategic deal orchestration:

• Experience developing and leading high-performance sales teams
• Deeply knowledgeable about partner capabilities, go-to-market strategies, and how to position partner solutions effectively to both sales teams and clients
• Equally fluent in client account dynamics, understanding business challenges, buying processes, and how to navigate complex organizational structures
• A natural collaborator who is considered a trusted leader in the sales organization, seamlessly integrating into regional sales operations and culture
• Strategically minded with the ability to identify where partner engagement can create the most value in pipeline development and deal acceleration
• Metrics-driven and accountable for tangible business outcomes, with a track record of delivering results in partner-led or co-selling environments
• Skilled at building relationships across organizational boundaries, working effectively with both external partners and internal Pega stakeholders

You bring demonstrated success leading sales teams that work effectively with Partners in an indirect sales model. You've built productive working relationships with technology or services partners, and you understand how to align partner capabilities with client needs to create compelling solutions. Your experience includes working closely with direct sales teams, and you've contributed to measurable pipeline generation and revenue delivery through partner engagement strategies.

• 15+ years of enterprise technology…