Partner Sales Manager - Content (Adobe & Sitecore)

Remote in United States of America: Denver,

Business Development

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We are seeking a Partner Sales Manager - Content (Adobe & Sitecore) to join our team in the United States in a hybrid working mode, combining a strong new-business hunter mindset with channel-led growth to drive net-new revenue through new-logo acquisition and partner-sourced and partner-influenced opportunities across the Adobe and Sitecore ecosystems.

Responsibilities

Execute the commercial strategy and revenue plan for the assigned partners, translating overall partner GTM strategy into clear sales priorities, revenue targets and pipeline objectives
Develop joint sales plans with partners focused on priority industries, accounts, solutions and geographies, and establish clear commercial objectives and KPIs for each assigned partner
Carry a personal revenue target combining net-new logo revenue and partner-sourced or partner-influenced revenue, and build a high-quality pipeline through direct prospecting and joint or co-selling activities
Lead the entire sales lifecycle from prospecting through close, own individual opportunity qualification and progression through every stage, and negotiate final commercial terms
Develop strong working relationships with partner sales leaders, account executives and field teams, and create joint account plans for strategic clients
Execute the GTM plan as defined by GTM domain leads, own the commercial outcome of joint GTM activity, and create joint campaigns and field programs that generate measurable pipeline
Represent EPAM at partner events and conferences, follow up on meetings and leads, and work major partner events as pipeline opportunities with a target list and follow-up plan
Establish trusted relationships with senior commercial executives within assigned partners, and engage partner leadership to secure executive sponsorship for major opportunities
Identify applicable partner funding programs for each opportunity, ensure funding terms are reflected in commercial proposals, and track funding utilization and compliance
Collaborate closely with the Alliance / Partner Manager and GTM Domain Lead to convert healthy partner relationships into measurable commercial growth

Requirements

8+ years in IT sales or business development with proven success hunting and closing complex enterprise deals
Track record of generating revenue through strategic technology partnerships, with demonstrated experience carrying and beating a personal sales quota
Understanding of the content and experience platform landscape, including the Adobe content, MarTech and customer journey stack, Sitecore, and Contentstack
Experience managing complex enterprise sales cycles end to end, along with experience working with major technology vendors and their field or channel organizations
Understanding of co-selling and partner-led sales models
Experience engaging and influencing C-suite and senior commercial executives
Strong commercial, negotiation and influencing skills
Ability to operate effectively across global, matrixed organizations
Willingness to travel to partner events, conferences and partner offices on a regular cadence
Degree in business, technology, or a related field

Nice to have

Existing network of Adobe field executives (RVPs, AEs, ADs, PSMs) or the Sitecore equivalents
Experience influencing ecosystem partnerships across regions
Experience selling DAM, content operations or content supply chain services