Strategic Partner Manager, DACH

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

📋 Description

• Create and implement partner strategies tailored to the DACH region that align with business goals.

• Propel pipeline influenced by partners through collaborative selling techniques, account mapping, and territory coordination.

• Enhance bookings, boost win rates, and expedite opportunity advancement across Germany, Austria, and Switzerland.

• Coordinate joint opportunities with Hyland sellers and partner teams throughout the entire enterprise sales process.

• Establish and nurture strategic relationships with partner sales teams, leadership, and key stakeholders.

• Provide enablement support including sales strategies, solution positioning, and qualification assistance.

• Identify, assess, recruit, and activate new partners within the DACH region.

• Oversee onboarding processes including sales readiness, go-to-market strategy, and training programs.

• Maintain visibility into partner-related pipelines and participate in forecasting, pipeline reviews, and deal inspections.

• Recognize and escalate execution gaps, capability risks, and obstacles.

• Collaborate with Sales, Solutions Engineering, Product Management, Marketing, and cross-functional go-to-market teams.

• Develop scalable partner programs, sales strategies, and enablement materials for the DACH market.

• Collect and relay partner and customer feedback to inform product development and promote continuous improvement.

⛳️ Requirements

• A Bachelor's degree in Business, Marketing, Sales, Management, or a related field, or an equivalent combination of education and experience.

• 7–10 years of experience in enterprise software sales, partner sales, strategic partnerships, business development, or a related go-to-market discipline within complex enterprise technology environments.

• Familiarity with the DACH market.

• Experience in developing and executing co-selling motions and joint go-to-market strategies.

• Strong grasp of enterprise sales cycles, partner ecosystems, and indirect go-to-market frameworks.

• Experience collaborating with ISVs, GSIs, hyperscalers, and Cloud Service Providers across multiple regions.

• Capability to cultivate high-value relationships and drive engagement at the field level with partners.

• Excellent relationship management, negotiation, and business development skills.

• Ability to influence both internal and external stakeholders without direct authority in a dynamic, matrixed environment.

• Knowledge of AWS and broader cloud marketplace ecosystems.

• Familiarity with SAP and Salesforce platforms.

• Understanding of Deloitte and Accenture services.

• Insight into channel ecosystems, marketplace co-sell motions, and indirect go-to-market strategies.

• Proven understanding of the DACH partner and channel ecosystem.

• Practical experience with cloud providers, GSIs, and marketplaces, ideally including AWS, SAP, Salesforce, Deloitte, or Accenture.

• Background in the MEDDPICC sales methodology.

• Experience in developing and scaling repeatable partner programs, sales strategies, and enablement resources.

• Proficiency in both German and English.

🏝️ Benefits

• Resources for career development.

• Wellbeing initiatives.

• Practices that encourage innovation.

• An inclusive workplace environment.

• Employee initiatives and philanthropic campaigns supporting community organizations.