Partner Success Account Lead

ABOUT OUR CLIENT

Our client is building an ecosystem of technology, innovation, and intelligent solutions designed to solve real business challenges and create meaningful value across industries and markets.

As our partner ecosystem continues to grow, we are looking for a Partner Success Account Lead to ensure that our partners are not only successfully onboarded, but also fully enabled to understand, position, and grow with our client’s solutions.

This role will play a critical part in transforming signed partnerships into active, productive, and commercially successful relationships.

THE OPPORTUNITY

As a Partner Success Account Lead, you will take ownership of partner relationships once the initial commercial engagement and partnership agreement have been completed by our Sales team.

Your responsibility will be to ensure that every assigned partner understands our client’s value proposition, knows how our solutions can create value for their customers, and is actively identifying and developing new business opportunities.

This is not a traditional direct sales-closing role. Instead, you will sit at the intersection of Partner Management, Channel Sales, Account Management, Partner Enablement, and Commercial Growth.

You will work closely with partners to build strong account plans, review pipelines, identify growth opportunities, address underperformance, and ultimately ensure that our partner ecosystem generates measurable business impact and revenue for our client.

WHAT YOU’LL DO

Own Strategic Partner Relationships

• Become the primary relationship owner for assigned partners following the initial sales and contracting stage.
• Build trusted relationships across commercial, technical, operational, and leadership stakeholders.
• Develop a strong understanding of each partner’s business, customer base, market presence, and growth potential.
• Maintain structured engagement plans and regular partner reviews.

Enable Partners for Success

• Lead the successful onboarding and activation of newly signed partners.
• Ensure partners clearly understand our client’s products, solutions, use cases, value propositions, and differentiators.
• Equip partners with the knowledge and resources needed to confidently introduce our clients’ solutions to their customers/ partners/ integrators.
• Identify enablement gaps and coordinate appropriate training, product, technical, or commercial support.

Drive Partner-Generated Opportunities

• Work with partners to identify opportunities across their existing and prospective customer base.
• Monitor partner-generated leads, opportunities, pipeline development, and commercial progress.
• Conduct regular pipeline reviews and follow up on inactive, delayed, or underdeveloped opportunities.
• Help partners identify where our client’s solutions can solve customer challenges or create new business value.
• Bring in the right Sales, Solutions, Product, or Technical teams when deeper support is required.

Manage Partner Performance

• Track the commercial performance and productivity of assigned partners.
• Assess whether partners are generating sufficient leads, opportunities, and revenue.
• Identify partners that are underperforming or becoming inactive.
• Understand the root causes behind low engagement or limited business generation.
• Develop improvement plans that increase partner activity, capability, pipeline, and revenue contribution.

Build Structured Account Plans

• Develop partner account plans covering commercial objectives, pipeline, growth priorities, market opportunities, and key actions.
• Establish measurable objectives with partners.
• Conduct structured business reviews to assess progress, challenges, and opportunities.
• Maintain visibility of partner forecasts and expected revenue contribution.
• Provide regular updates to our client’s leadership on partner performance and strategic opportunities.

Collaborate Across Our Clients Ecosystem

• Work closely with Sales during the handover of newly signed partnerships.
• Partner with Solution Architects and technical teams to support customer opportunities.
• Collaborate with Marketing on partner campaigns and market-development activities.
• Capture partner and market feedback and share insights with internal Product and leadership teams.
• Ensure partners receive consistent, responsive, and high-quality experience across our client.

WHAT SUCCESS LOOKS LIKE

Success in this role means that our clients’ partners are not simply signed agreements - they are active, capable, commercially engaged, and consistently create business opportunities.

• Partners clearly understand our client’s value proposition and solutions.
• Newly signed partners become activated and productive quickly.
• Partners consistently introduce our client to relevant customer opportunities.
• Partner-generated pipeline continues to grow.
• Strong partners increase their revenue contribution over time.
• Underperforming partners are identified early and actively developed.
• Partner relationships are managed through structured account planning and business reviews.
• Our client has clear visibility in partner pipeline, performance, forecasts, and growth potential.
• Partners see our client as a strategic technology partner rather than simply another vendor.

Key performance measures may include partner-generated revenue, partner-sourced pipeline, qualified opportunities, partner activation, engagement levels, conversion rates, forecast accuracy, and partner growth.

WHO WE’RE LOOKING FOR

We are looking for someone who understands how successful technology companies build, manage, and grow partner ecosystems.

You may currently be working in areas such as:

• Channel Sales
• Partner Account Management
• Partner Success
• Channel Account Management
• Alliances Management
• Partner Development
• Indirect Sales
• Strategic Partner Management
• Technology Account Management

You should be commercially minded, structured, relationship-driven, and comfortable holding partners accountable for results while also helping them become more successful.

Requirements

Ideal Candidate

• Strong experience in partner management, channel sales, alliances, partner success, or account management within the technology sector.
• Experience working within a mature enterprise technology partner or channel ecosystem.
• A strong understanding of indirect sales and partner-led go-to-market models.
• Experience managing resellers, system integrators, technology partners, consulting partners, or strategic alliances.
• Proven experience managing partner pipeline, account plans, business reviews, forecasts, and revenue performance.
• Strong commercial acumen and an understanding of how partnerships translate into pipeline and revenue.
• The ability to identify underperformance and develop structured improvement plans.
• Excellent stakeholder-management skills across executive, commercial, and technical audiences.
• Strong presentation, communication, influencing, and relationship-building skills.
• The ability to operate comfortably in a fast-moving and entrepreneurial environment.
• A proactive and accountable mindset with a strong focus on measurable outcomes.

Experience within organizations such as Oracle, SAP, Microsoft, Salesforce, Cisco, IBM, or similar global enterprise technology companies would be highly relevant, particularly where you have worked within established channel, partner, or alliance structures.

Nice to Have

• Exposure to AI, SaaS, cloud, enterprise software, digital platforms, or emerging technologies.
• Experience managing partners across multiple markets or regions.
• Experience working with System Integrators, Value-Added Resellers, Solution Partners, or Technology Partners.
• Experience designing or improving partner-management frameworks and operating models.
• Experience working in high-growth or transformation-focused organizations.

Why Join Our Client

At our client’s organization, you will have the opportunity to work at the heart of a growing technology ecosystem and help shape how we build and scale strategic partnerships.

You will have the opportunity to:

• Manage relationships that directly influence our client’s commercial growth.
• Work with partners across technology, innovation, and enterprise markets.
• Collaborate with Sales, Product, Solutions, Technology, Marketing, and leadership teams.
• Help build a scalable and high-performing partner-success model.
• Influence how partners take our client’s solutions to market.
• Work in an environment where ownership, innovation, collaboration, and measurable impact matter.

This is an opportunity for someone who wants to go beyond traditional account management and play a meaningful role in building an ecosystem where partner success directly translates into customer value and sustainable growth for our client.

Benefits

• Visa and Annual Flight Tickets
• Unlimited Leave Policy
• TSOP / equity participation where applicable
• Performance-based bonuses
• Training and professional certification support
• Wellness-related benefits or allowances