Partner Success Manager

The Partner Success Manager (PSM) is the field representative and trusted advisor for strategic partners, driving growth, diversification, and enablement across Westcon-Comstor's portfolio. This role focuses on developing deep, multi-level relationships with key partners, orchestrating strategic engagement, and accelerating revenue through solution selling and enablement. Acting as the distributor's ambassador in the field, the PSM defines strategies, identifies opportunities, and ensures execution excellence by coordinating with Inside Account Managers, Vendor Success Managers, and Solution Architects.

Success requires proactive engagement, strong business acumen, and the ability to influence partner strategy while delivering measurable growth and profitability.

• Build and maintain trust-based relationships across all partner levels, including CxO.
• Act as a strategic advisor, understanding partner goals and aligning growth strategies.
• Represent Westcon-Comstor in the field and at partner/vendor events.

• Develop and maintain Partner Success Plans with clear targets and enablement actions.
• Lead quarterly business reviews and strategic sessions with partners and vendors.
• Align with Inside Account Managers for operational execution and follow-up.

• Drive pipeline expansion and own opportunity creation within assigned accounts.
• Identify new business opportunities, including cross-sell and upsell initiatives.
• Collaborate with IAMs and VSMs to ensure accurate quoting and timely deal closure.

• Promote full portfolio solutions tailored to partner priorities.
• Activate partners in vendor programs, certifications, and incentive schemes.
• Leverage vendor specialists and solution architects to co-sell and accelerate growth.

• Coordinate closely with IAMs for operational support and quoting.
• Mobilize internal resources (VSMs, Solution Architects, Operations) to deliver joint objectives.
• Maintain transparent communication and update Sales Central with accurate data.

• Ensure CRM hygiene and forecast accuracy for assigned accounts.
• Participate in governance cadence (forecast calls, planning sessions).
• Share market insights and best practices to improve partner programs and execution.

• Proven experience in field sales, partner management, or business development roles.
• Strong relationship-building and negotiation skills at executive level.
• Ability to drive strategic growth and influence partner decisions.
• Language:
  Spanish & English (business fluency).

• Familiarity with multi-vendor IT distribution and channel sales.
• Experience in solution selling and partner enablement strategies.
• Additional languages and international exposure.

Bachelor's degree in Business, Sales, or related field (or equivalent experience).

• Revenue and margin growth across assigned partner portfolio.
• Pipeline health and coverage ratio (≥3× quota).
• Partner enablement and program participation metrics.
• Forecast accuracy and CRM data quality.
• Partner satisfaction and engagement indicators.

This role demands agility, accountability, and a passion for building strategic partnerships. Success means owning outcomes, driving growth, and enabling a sales culture that is disciplined, tech-savvy, and collaborative.

Westcon-Comstor is a global technology distributor specializing in cybersecurity, networking, and hybrid cloud solutions. As Growth Architects of the channel, we empower IT partners, vendors, and end customers to seize opportunities, unlock potential, and achieve scalable success.

Our core values - ambition, integrity, partnership, and accountability - guide how we work and inspire everything we do. We believe diversity drives creativity and innovation, which is why we're dedicated to creating an inclusive environment where every voice is heard, every perspective matters, and every team member can thrive.

Join us and be part of a team that's shaping the future of technology across the channel.

• An inclusive and supportive work environment where diversity is celebrated.
• Opportunities for professional growth, learning, and career development.
• Flexible working arrangements and other benefits to support your wellbeing.
• A culture of collaboration,…