Description
Job Overview
The Partner Account Director (PAD) is responsible for driving strategic sales development, partnership management, and revenue growth through the partner ecosystem at scale. This role combines deep strategic partnership orchestration with scalable, repeatable programs that maximize partner impact across multiple accounts, geographies, and industries simultaneously.
Key Responsibilities
Strategic Partnership Development at Scale
Develop and execute scalable joint go-to-market (GTM) with partners
Build multi-year growth frameworks with focus on influenced ACV growth, pipeline generation, and partner capacity expansion that leverage 1-to-many models
Create standardized partner engagement frameworks and playbooks that enable consistent execution across diverse partner organizations
Develop industry and cloud-based accelerators with partners designed for rapid deployment and replication
Design partner enablement programs that scale across hundreds of partner resources simultaneously, cross region
Revenue & Sales Execution Through Scalable Models
Execute, manage and deliver regional pipeline and revenue tied to SI strategies using repeatable, automated processes
Drive influenced revenue through strategic partner relationships while creating multiplier effects across the partner ecosystem
Implement data-driven pipeline creation models that systematically generate opportunities across partner networks
Build territory-agnostic sales plays that can be executed by multiple partners in parallel
Create partner-led consumption models that drive adoption at scale without linear resource increases
Ecosystem Orchestration & Platform Thinking
Design and implement partner ecosystem platforms that enable self-service and automated collaboration
Build scalable frameworks for partner onboarding, enablement, and activation that reduce time-to-value
Create digital engagement models that maintain partner relationships at scale through technology and automation
Develop partner community strategies that foster peer-to-peer learning and knowledge sharing
Programmatic Revenue Growth
Build systematic approaches to partner capacity building that increase influenced revenue per partner
Create standardized metrics, dashboards, and reporting frameworks that provide visibility across the entire partner ecosystem
Implement automated lead routing and opportunity management systems between Salesforce and partner organizations
Develop partner incentive structures that drive desired behaviors at scale
Strategic Relationship Management with Leverage
Build and maintain C-level relationships while creating executive engagement models that scale beyond individual interactions
Establish executive governance frameworks with partners that drive accountability and strategic alignment
Create business review cadences and templates that can be replicated across multiple partner relationships
Design partner advisory boards and councils that aggregate strategic input and drive ecosystem-wide initiatives
Cross-Functional Collaboration & Alignment
Partner with Sales, Marketing, Legal, and Operations teams to create integrated, scalable partner programs
Drive standardized communication frameworks and collaboration tools that enable seamless cross-functional execution
Create partner sales enablement content and tools that can be consumed by field teams at scale
Design feedback loops that continuously improve partner programs based on data and insights
Data-Driven Program & Portfolio Management
Define comprehensive KPI frameworks that measure partner ecosystem health, performance, and ROI
Implement predictive analytics and AI-driven insights to optimize partner investments and resource allocation
Maintain real-time dashboards communicating program effectiveness, pipeline velocity, and influenced revenue to Executive Leadership
Conduct portfolio analysis to identify high-performing partner plays and scale successful initiatives
Build business case models for new partner program that demonstrate scalability and expected returns
Innovation & Continuous Improvement
Identify opportunities to leverage technology, AI, and automation to increase partner ecosystem efficiency
Create rapid experimentation frameworks to test new partner plays and scale what works
Foster partner certification and specialization under the programs, that systematically build partner capabilities
Establish best practice sharing mechanisms that distribute successful approaches across the ecosystem
Operational Excellence & Scalability
Implement partner lifecycle management systems that track partners from recruitment through maturity
Build capacity planning models that ensure partner ecosystem scales ahead of demand
Ensure effective and timely internal and external communication through automated and templated approaches
Required Qualifications
Experience
10+ years in channel sales, channel management, or partnership roles with proven ability to scale programs
Demonstrated success building and executing strategies that deliver results across multiple geographies and partner organizations simultaneously
Proven track record of creating repeatable, scalable programs that drive measurable influenced revenue growth
Experience implementing partner technology platforms, automation tools, or ecosystem management systems
Background in program management, operations, or business process design preferred
Skills & Competencies
Strategic Thinking with Execution Discipline: Ability to develop high-level strategy while ensuring scalable implementation
Systems Thinking: Understanding of how to design interconnected programs that create network effects
Data & Analytics Proficiency: Comfort with data analysis, metrics frameworks, and performance optimization
Process Design: Expertise in creating standardized, repeatable processes that maintain quality at scale
Technology Leverage: Ability to identify and implement tools that enable scale and automation
Executive Presence: Strong communication skills to influence C-level audiences while managing programs at scale
Change Management: Experience driving organizational adoption of new processes and systems
Project & Portfolio Management: Ability to manage multiple initiatives simultaneously with clear prioritization
Key Success Metrics
Scale Metrics: Partner-influenced pipeline and revenue growth rate, partner ecosystem size and health
Efficiency Metrics: Cost per influenced dollar, partner activation rate, time to productivity
Program Metrics: Number of partners executing standardized plays, program adoption rates, partner satisfaction scores
Impact Metrics: Total influenced ACV/AOV, attach rates across partner portfolio, customer success metrics
Capacity Metrics: Partner certifications, solution offerings launched, partner resources enabled
Core Competencies for Scale
Design for Scale: Creates programs with replication and automation in mind from inception
Leverage Technology: Uses tools and platforms to multiply impact beyond individual effort
Build Systems: Thinks in frameworks, processes, and platforms rather than one-off relationships
Data-Driven Decision Making: Uses analytics to optimize and scale what works
Empower Others: Enables partners and internal teams to execute independently through clear frameworks
Continuous Optimization: Constantly measures, learns, and improves programs for greater efficiency
Languages: English and Portuguese
What Makes This Role Unique
This is not a traditional partner account management role focused on a handful of strategic relationships. Instead, this position requires someone who can think like a product manager, operate like a program manager, and strategize like a business leader—all while maintaining the relationship skills of an account director. You'll build the frameworks, systems, and programs that enable dozens or hundreds of partners to drive billions in influenced revenue, rather than managing individual partner relationships one at a time.
The ideal candidate is someone who gets energized by creating leverage, who sees patterns and builds systems, and who measures success not by individual deals but by the compounding impact of scalable programs across an entire ecosystem.