Manager - Partner Sales
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Key skills for this role
About the Role
Inception is seeking a Manager - Partner Sales to build and execute partner-led revenue motions for AI products. The role involves owning a portfolio of strategic partners, driving co-sell execution with Microsoft, orchestrating consultancies and SIs, and managing pipeline and forecasting.
Key Skills for This Role
Responsibilities
- Own partner sourced and partner influenced pipeline targets across assigned partners and priority accounts
- Drive deal progression from qualified opportunity to pilot to commercial close
- Run Microsoft co sell plays: account mapping with AEs, joint customer meeting plans, seller ready deal briefs
- Create and expand referral and influence paths with consulting teams
- Attach SIs for delivery and scale, defining roles and execution model
- Shape commercial packaging with a clear pilot to purchase pathway
- Build and deliver enablement for partners: pitch decks, discovery scripts, objection handling
- Maintain accurate pipeline, stage and forecast in CRM; run weekly partner cadence
Requirements
- Bachelor’s degree in Business, Engineering, Technology or related field
- 7–10 years in partner sales / alliances / enterprise sales / SI or consulting BD, ideally in cloud/AI/analytics
- Demonstrated track record of partner sourced pipeline creation and enterprise deal closure
- Experience working with Microsoft field teams and/or Microsoft partner programs (co sell motions strongly preferred)
- Strong CRM discipline (Salesforce/Dynamics/HubSpot) and forecasting rigor
- Evidence of success with at least one of: SIs, consultancies, CSPs, aggregators, ISVs in a sell with/sell through motion
- Strong analytical and problem solving skills
Full Job Posting
Overview
- As a Manager – Partner Sales at Inception, you will build and execute partner led revenue motions to drive adoption and commercial success of Inception’s AI products and solutions.
- You will own a portfolio of strategic partners (Microsoft, global/regional SIs, consultancies such as Bain/McKinsey, and aggregators/ISVs) and turn partner influence into qualified pipeline, pilots, and closed revenue.
Responsibilities
- Own partner sourced and partner influenced pipeline targets across assigned partners and priority accounts; drive deal progression from qualified opportunity → pilot → commercial close.
- Build a repeatable partner motion for key verticals (Abu Dhabi Gov, Education, regulated industries) with clear ICP, use cases, and proof points.
- Run Microsoft co sell plays: account mapping with AEs, joint customer meeting plans, seller ready deal briefs, and ongoing pursuit cadence.
- Drive operational discipline: co sell registration/partner engagement hygiene, clear next steps, and mutual action plans for each active pursuit.
- Create and expand referral and influence paths with consulting teams (diagnostic/roadmap → shortlist → vendor selection).
- Attach SIs for delivery and scale: define roles (sell with vs sell through), scope ownership, and execution model for pilots and rollouts.
- Shape commercial packaging with a clear “pilot → transactable purchase” pathway, aligning stakeholders (procurement, legal, security, finance).
- Coordinate internal teams to produce partner ready commercial artefacts (SOW outlines, statements of work responsibilities, security packs, pricing/packaging options).
- Build and deliver enablement for partners: pitch decks, discovery scripts, objection handling, competitive positioning, and reference stories.
- Equip partners with “make the seller look good” assets: one page briefs, email templates, meeting agendas, and MAP templates.
- Maintain accurate pipeline, stage and forecast in CRM; run weekly partner cadence and report conversion metrics and risks.
- Gather partner/customer feedback and feed into product/solutioning prioritisation.
Qualifications
- Proven ability to mobilise partner ecosystems (Microsoft, SIs, consultancies, aggregators/ISVs) into joint pursuits and closed deals.
- Strong commercial instincts: can structure partner engagements, align incentives, and negotiate win win outcomes.
- Executive communication: can manage multi stakeholder environments across customer, Microsoft, and partner teams.
- Comfortable in regulated environments: understands security, governance, procurement and committee style decisioning.
- Able to translate AI capabilities into business value with crisp use case framing (not deep engineering, but strong solution storytelling).
- Highly operational: runs cadence, maintains pipeline hygiene, builds MAPs, and drives actions across teams.
- Experience navigating proposals/RFPs, partner led bids, and complex procurement.
- Bachelor’s degree in Business, Engineering, Technology or related field (MBA a plus, not required).
- 7–10 years in partner sales / alliances / enterprise sales / SI or consulting BD, ideally in cloud/AI/analytics.
- Demonstrated track record of partner sourced pipeline creation and enterprise deal closure, not just relationship management.
- Experience working with Microsoft field teams and/or Microsoft partner programs (co sell motions strongly preferred).
- Strong CRM discipline (Salesforce/Dynamics/HubSpot) and forecasting rigor.
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