Director, Partner Sales - FSI

Director, Partner Sales - FSI

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 work directly with Pega Partners to uncover new opportunities for Pega-based solutions, advance the opportunities through the sales cycle, and secure wins that grow customer adoption and Pega revenue. You will act as the “Pega guide” for the Partners, helping them build sales competency using Pega Blueprints, and accelerating sales cycles. This will require a deep understanding of Pega Partner capabilities and offers, experience with enterprise sales and relevant industry solutions, and the ability to proactively generate pipeline through prospecting and client engagement.

As a Director, Partner Sales, you'll be responsible for driving measurable business impact through strategic partner engagement and co-selling excellence:

• Building and maintaining strategic sales relationships with the sales teams and leaders in the Partner ecosystem
• Establish targeted sales and pursuit strategies with relevant partners, aligning their capabilities with specific client opportunities and regional priorities
• Be the “partner expert” that supports Pega account teams with co-sales guidance on partner engagement, manages escalations, and serves as the subject matter expert on partner solutions and go-to-market strategies.
• Support partner engagement with new clients who do not yet have a commercial relationship with Pega, enabling the advancement, close, and delivery of solutions to these clients.
• Generate new pipeline with partners, proactively identifying opportunities where partner capabilities can create differentiation and accelerate sales cycles
• Managing pipeline and ensuring progress, proactively working with partners to advance the opportunities to close, actively participate in forecast and pipeline calls
• Securing partner case study and reference commitments for high value wins.

You're a sales professional who understands both the partner ecosystem and direct client selling, bringing a unique combination of relationship-building skills and strategic deal orchestration:

• 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 member of the sales team, 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 in partner sales, co-selling, or channel management roles where you've directly influenced revenue growth. 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.

• 7+ years in enterprise technology sales
• Strong experience working with Global Systems Integrators/consulting partners
• Strong Sales skills and business acumen
• Account planning and execution skills
• Ability to sell C-Level and across Product…