Job Description
The Opportunity
This is a career-defining opportunity to play a leading role in growth of the Americas region for Sitetracker through Partners. You’ll build and activate high-value, strategic alliances with SIs, Consultancies, and ISVs, influencing major players within the critical infrastructure ecosystem. This is a challenging, growth-oriented opportunity within a high-performing team, where your commercial acumen and ability to move with speed and rigour will directly shape our market expansion. You will drive immediate revenue growth by expertly activating our established Global SI alliances in the region and building an exceptional network of Regional SIs.
Focus markets: US, Canada, LATAM
What You'll Do
Reporting directly to the VP Global Partnerships, you will be responsible for driving revenue through and with Partners in the AMER region. You will be instrumental in driving our go-to-market efforts in concert with the regional sales leaders. You will provide GTM enablement to our priority partners, build relationships, drive joint business plans, spearhead co-selling initiatives, and relentlessly drive partner-sourced and partner-influenced revenue to achieve ambitious ARR targets.
The Skills You'll Have
Commercial Execution (Sourced & Influenced)
- Track record of generating partner sourced opportunities through strategic partner initiatives.
- Experience of identifying how and when to bring the right partners into direct sales cycles to add value.
- Consistently exceed personal revenue targets, demonstrating a strong commercial drive.
- Demonstrate a hands-on approach to leading sales cycles together with Partners and AEs, including shaping joint value propositions, preparing sales collateral, and drafting joint delivery models.
Market Activation
- Articulate a compelling value proposition for SIs, Consultancies and ISVs to partner with Sitetracker
- Provide evidence of successfully mapping internal account lists with partner accounts to identify concrete opportunities for collaboration.
- Understand the internal dynamics and structure of professional service organisations and identify the key profiles to sponsor and drive partnerships
- Share success stories of converting nascent or unproductive partnerships into highly productive ones
- Point to multiple successful account mapping exercises that directly translated into leads and opportunities, bringing account teams together for a joint customer approach with partners similar to Sitetracker's.
Leadership & territory management
- Ability to demonstrate a structured, strategic approach to regional prioritization, maximizing ROI across diverse markets.
- Experience implementing programmatic governance (e.g., QBRs, joint business plans) to advance partners from registered to preferred tiers.
- Successfully navigated and resolved complex partner issues or escalations, protecting high-value relationships.
- Demonstrated ability to maintain strong, productive relationships with large SI partners even during challenging situations.
Ecosystem Fluency
- Extensive experience within relevant industries such as Telco, Energy, Utilities, or Critical Infrastructure.
- An existing understanding of the Salesforce ecosystem and experience working at/with Salesforce SI or ISV partners.
- Knowledge of the competitive landscape for asset lifecycle management solutions in AMER
Within 90 Days, You'll
- Integrate swiftly into the Partners organisation, gaining a comprehensive understanding of the current partner network and ongoing initiatives.
- Conduct 1:1s with all AMER AEs and SEs to identify 'at-risk' or 'stalled' deals where a partner can provide an immediate 'win' or entry point
- Have command of the Sitetracker message and be able to articulate our story and value proposition to partners and prospects
- Establish joint business plans with at least two priority Global SIs, translating global alliances into actionable regional strategies.
- Initiate outreach and secure discovery meetings with 5-7 key regional SI, boutique, or ISV partners from your existing network.
- Contribute to pipeline development by identifying and registering your first partner-sourced opportunities.
Within 180 Days, You'll
- Drive measurable ARR growth by closing your first partner-sourced deal, demonstrating commercial execution.
- Expand partnership reach by onboarding and initiating co-selling activities with at least three new regional partners.
- Implement a structured regional strategy, clearly prioritizing sub-regions and allocating investment to maximize high-upside markets.
Within 365 Days, You'll
- Achieve your annual ARR targets by consistently driving partner-sourced and partner-influenced revenue, establishing a strong regional foundation.
- Develop a robust and diverse partner ecosystem across APAC, with established governance and a clear path to sustained growth.
- Be recognized as a strategic leader within the company, defining and executing the long-term partnership vision for the AMER region.
The actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
The salary hiring range for this position is $300,000 - $360,000 OTE on a 60 - 40 split.
Originally posted on Himalayas
