Senior Partner Manager – Industrial Software

This is a fully remote position, open to applicants in Germany.

📋 Description

• Analyze, categorize, and prioritize the partner network while defining partner types, tiers, and lifecycle stages.

• Establish frameworks, key performance indicators (KPIs), maturity levels, performance management protocols, and incentive models for the partner program.

• Guide potential partners from the initial contact through to contract signing and onboarding, leading to the first joint opportunity.

• Systematically empower partners and assist in their development from initial opportunities through co-selling to independent sales.

• Create collaborative go-to-market strategies, generate leads and opportunities, and initiate co-selling efforts with partners.

• Work closely with Direct Sales and Business Development to integrate partner and direct sales, ensuring the avoidance of channel conflicts.

• Develop and negotiate contract models, incentives, and other commercial terms in collaboration with the Commercial Team.

• Establish a professional partner management framework from scratch, including structures, processes, tools, and a scalable operating model.

⛳️ Requirements

• Several years of practical experience in partner, channel, or ecosystem business development, ideally with a focus on establishing and developing partner frameworks.

• Experience in selling complex B2B or enterprise software, along with a robust understanding of intricate buying centers and sales processes.

• Proven track record in acquiring, activating, and systematically developing partners—from initial collaboration and joint opportunities to independent sales.

• A pre-existing network of consulting firms, system integrators, or industrial software providers is a considerable advantage.

• Strong commercial acumen regarding business, licensing, and incentive models, complemented by experience in designing and negotiating contracts.

• Strategic mindset coupled with strong execution capabilities.

• Ideally, prior industry or technology experience in areas such as Industry 4.0, Digital Twins, Asset Administration Shell, interoperability, or data ecosystems.

• Willingness to travel within Germany and occasionally internationally.

🏝️ Benefits

• Significant opportunity to influence the role within a growing sales organization.

• High level of ownership and the chance to actively contribute to the development of processes and structures.

• Open company culture characterized by direct communication and streamlined decision-making processes.

• Fully remote working model.