Senior Partner Sales Manager

This is a remote position.<\\\/p>

About the Role<\\\/span><\\\/span><\\\/span><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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The Senior Partner Sales Manager is responsible for accelerating revenue through Zoho\\u2019s partner ecosystem. This partner\-first role is designed for someone who can build deep relationships, influence without authority, and drive partner\-sourced and partner\-influenced pipeline across assigned territories and accounts.<\\\/span><\\\/span><\\\/span><\\\/span>
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You will work closely with consulting partners, systems integrators, channel organizations to expand Zoho\\u2019s reach. This includes shaping joint go\-to\-market strategies, enabling partners to sell business outcomes (not just features), and supporting partner\-led sales cycles to ensure growth across mid\-market, and enterprise customers.<\\\/span><\\\/span><\\\/span><\\\/span>
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Zoho\\u2019s ability to scale efficiently across the U.S. relies on the strength of our partner ecosystem. This role ensures that partners are empowered, capable, and aligned to deliver high\-value transformation outcomes\\u2014not just software implementations.<\\\/span><\\\/span><\\\/span><\\\/span>
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This is a remote U.S. position. Must be flexible to travel as needed to the Austin office.<\\\/span><\\\/u><\\\/span><\\\/span><\\\/i><\\\/b><\\\/span>
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What You\\u2019ll Do<\\\/span><\\\/span><\\\/span><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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Partner Revenue, Pipeline Ownership \x26amp; GTM Execution<\\\/span><\\\/span><\\\/span><\\\/i><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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• Own and expand <\\\/span><\\\/span><\\\/span><\\\/span>partner\-sourced<\\\/span><\\\/span><\\\/span><\\\/span> and <\\\/span><\\\/span><\\\/span><\\\/span>partner\-influenced<\\\/span><\\\/span><\\\/span><\\\/span> pipeline across assigned partners and territories.<\\\/span><\\\/span><\\\/span><\\\/span>
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• Develop joint business plans, co\-sell strategies, and integrated <\\\/span><\\\/span><\\\/span><\\\/span>go\-to\-market (GTM)<\\\/span><\\\/span><\\\/span><\\\/span> motions tailored to commercial, mid\-market, and enterprise markets.<\\\/span><\\\/span><\\\/span><\\\/span>
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• Support partner\-led opportunities through deal strategy, pricing guidance, stakeholder coordination, and internal approvals.<\\\/span><\\\/span><\\\/span><\\\/span>
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• Maintain strong forecasting discipline, pipeline hygiene, and consistent deal\-registration compliance.<\\\/span><\\\/span><\\\/span><\\\/span>
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• Lead partner\-led sales calls, demos, executive briefings, and value\-based conversations.<\\\/span><\\\/span><\\\/span><\\\/span>
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• Ensure partners are fully enabled to position Zoho as a <\\\/span><\\\/span><\\\/span><\\\/span>platform<\\\/span><\\\/span><\\\/span><\\\/span>, not a point solution.<\\\/span><\\\/span><\\\/span><\\\/span>
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  Partner Relationship Management \x26amp; Territory Expansion<\\\/span><\\\/span><\\\/span><\\\/i><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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  • Serve as the primary Zoho point of contact for all assigned partners, driving engagement, accountability, and performance.<\\\/span><\\\/span><\\\/span><\\\/span>
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  • Build trusted, executive\-level relationships across partner organizations, including sales, delivery, marketing, and leadership teams.<\\\/span><\\\/span><\\\/span><\\\/span>
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  • Conduct quarterly business reviews (QBRs), performance tracking, and continuous optimization of partner motions.<\\\/span><\\\/span><\\\/span><\\\/span>
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  • Identify and pursue partner expansion opportunities by region, vertical, solution area, and delivery capability.<\\\/span><\\\/span><\\\/span><\\\/span>
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  • Influence partner adoption of Zoho certifications, training tracks, enablement programs, and strategic initiatives.<\\\/span><\\\/span><\\\/span><\\\/span>
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    Partner Enablement \x26amp; Cross\-Functional Collaboration<\\\/span><\\\/span><\\\/span><\\\/i><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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    • Onboard partners to Zoho\\u2019s product portfolio, GTM narrative, value proposition, and industry\-specific use cases.<\\\/span><\\\/span><\\\/span><\\\/span>
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    • Collaborate closely with sales, pre\-sales, engineering, support, and partner program teams to deliver a unified partner experience.<\\\/span><\\\/span><\\\/span><\\\/span>
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    • Provide structured field feedback that influences product direction, partner programs, enablement content, and platform opportunities.<\\\/span><\\\/span><\\\/span><\\\/span>
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    • Coordinate with legal, finance, operations, and security teams on partner\-related agreements, deal structuring, and compliance needs.<\\\/span><\\\/span><\\\/span><\\\/span>
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      What You\\u2019ll Need<\\\/span><\\\/span><\\\/span><\\\/span>\x26nbsp;\x26nbsp;<\\\/span><\\\/span>
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      • 6+ years<\\\/span><\\\/span><\\\/span><\\\/span> of B2B sales experience, including partner, channel, alliances, or ecosystem sales.<\\\/span><\\\/span><\\\/span><\\\/span>
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      • Strong track record owning and driving <\\\/span><\\\/span><\\\/span><\\\/span>partner\-sourced or co\-sell revenue<\\\/span><\\\/span><\\\/span><\\\/span>