Mission
Own and grow the Genesys business with Global System Integrators (GSIs) and the technology ecosystems of AWS, Salesforce, and ServiceNow across the region. Build deep, multi-level alignment (sales, pre-sales, delivery, executive) and drive awareness, enablement, pipeline, and bookings.
What you'll do:
Partner strategy & planning: Build and execute a joint business plan per partner (coverage model, targets, prioritized industries/use cases, enablement plan, and marketing calendar). Map stakeholders (sales, pre-sales, practices, COEs, executive sponsors) and maintain multithreaded relationships.
Awareness & enablement: Run playbooks and enablement paths (discovery, demo, competitive, deal registration, services packaging) for partner sales/SE/delivery teams. Orchestrate joint solution narratives: Genesys Cloud + (AWS / Salesforce Service Cloud / ServiceNow CSM & workflows).
Go-to-market & pipeline creation: Launch vertical campaigns and ABM motions with partners (events, webinars, executive roundtables). Drive co-sell motions (deal registration, opportunity mapping, account triads with partner sellers and Genesys AEs).
Opportunity execution: Progress joint deals through a recognized sales methodology (MEDDICC); clear blockers; coordinate resources (SEs, PS, legal). Ensure services readiness (scoping, delivery models with GSIs, success plans).
Governance: Run QBRs and monthly pipeline reviews with each partner. Track/report KPIs; manage MDF/co-marketing budgets; ensure brand and compliance standards.
What success looks like (KPIs/OKRs):
· Year-over-year growth in influenced and sourced bookings (primary).
· Pipeline generation: sourced + co-sell pipeline vs target (coverage & hygiene).
· Partner productivity: #enabled sellers/SEs/certifications, #joint use cases launched, #registered opportunities, win rate.
· Executive alignment: cadence achieved (QBRs, EBCs), partner satisfaction (qualitative).
Qualifications:
· 10+ years in alliances/partner sales with GSIs and/or major ISVs (AWS, Salesforce, ServiceNow).
· Proven co-sell and ecosystem GTM experience in SaaS, preferably CX/Contact Center, AI, or Enterprise Applications.
· Strong sales discipline (forecast, deal hygiene), executive presence, and program management across multiple stakeholders.
· Fluent English, plus Italian and/or Spanish (ideally both)
Core competencies:
· Enterprise SaaS sales, co-sell mechanics, pipeline creation.
· Value selling & competitive positioning.
· Executive communication and stakeholder management.
· Programmatic enablement & campaign execution.
· Working knowledge of cloud architectures; data & AI governance helpful.
30/60/90-day plan (expectations):
· 30 days: Partner mapping, current pipeline review, agree joint targets; publish three partner one-pagers for the region.
· 60 days: Complete enablement waves (sales + SE), launch 1–2 joint campaigns, land ≥5 deal registrations.
· 90 days: Run first QBRs, show ≥3 qualified co-sell opportunities per partner, submit first bookings.
