Senior Director, Partner Technical Managers

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, Partner Technical Managers based in United States.

This is a senior technical and commercial leadership role responsible for transforming a distributed partner technical organization across the Americas.

You will lead a team of Partner Technical Managers and evolve the function from reactive enablement into a proactive, outcome-driven growth engine.

The role combines people leadership, partner strategy, technical expertise, and commercial accountability across a rapidly evolving data and AI ecosystem.

You will build scalable partner practices, strengthen executive relationships, and help partners develop sustainable services and managed offerings.

Success will be measured through partner-originated pipeline, autonomous selling capability, practice maturity, services attachment, and business outcomes.

You will work across Sales, Channel, Product, Services, Marketing, Operations, and executive leadership while influencing stakeholders without direct authority.

This opportunity is suited to an experienced leader who thrives in ambiguity, makes decisive choices, and enjoys building both high-performing teams and high-value partner businesses.

Accountabilities

• Lead, coach, and develop a distributed organization of Partner Technical Managers and managers across the Americas, including organizational design, role calibration, coverage models, and talent development.
• Transform the operating model from activity-based enablement toward proactive, measurable, and outcome-oriented partner engagement.
• Build repeatable partner practices around AI and data platforms, data intelligence, enterprise data platforms, cyber resilience, virtualization consolidation, Kubernetes-based platforms, and as-a-service offerings.
• Establish practice blueprints, graduation criteria, certification expectations, incentives, and capability milestones that help partners become increasingly self-sufficient.
• Hold the organization accountable for partner-originated pipeline and commercial outcomes rather than training or enablement activity alone.
• Institutionalize opportunity-generation motions such as partner-led value reviews, install-base expansion, displacement initiatives, AI readiness assessments, and data platform opportunities.
• Develop and scale a Partner SE Champion community, measuring success through opportunities created, progressed, and won.
• Build strategic, multi-year partner relationships with joint technical business plans, investment cases, and clear growth objectives.
• Develop relationships with partner CTOs, practice leaders, service providers, and MSP executives while tailoring technical engagement models to different partner types.
• Redesign organizational metrics around capability and commercial outcomes, including partner-originated bookings, autonomous win rates, practice maturity, Champion capacity, and services attachment.
• Partner with Operations to develop trusted dashboards and instrumentation that enable leadership to understand performance and guide investment decisions.
• Orchestrate the broader technical organization by establishing clear routing models, service levels, escalation paths, and collaboration mechanisms.
• Scale technical support programs to absorb routine pre-sales demand while protecting Partner Technical Manager capacity for high-value strategic activities.
• Use field and support data to identify capability gaps and prioritize improvements to partner enablement and technical programs.
• Represent the technical partner function with senior partner executives, at industry events, and in regional leadership forums.
• Collaborate closely with Channel Sales, Partner Account Managers, Sales Engineering leadership, and global partner programs to create unified strategies for strategic partners.
• Communicate the broader technology and data platform vision credibly, connecting technical capabilities to partner business opportunities and customer outcomes.

Requirements

• 12+ years of experience in pre-sales, systems engineering, partner technical leadership, channel leadership, or a related field, including significant experience leading managers and senior professionals.
• Demonstrated experience transforming a technical organization by introducing new operating models, metrics, expectations, and ways of working rather than simply maintaining an established function.
• Proven ability to influence across Sales, Channel, Product, Services, Marketing, and other functions without relying solely on direct authority.
• Strong executive communication and relationship-building skills, with the ability to establish credibility with senior partner stakeholders and build consensus around strategic investments.
• Confidence making and defending difficult decisions regarding organizational coverage, investment priorities, resource allocation, and activities that should be discontinued.
• Deep understanding of channel economics across resellers, global systems integrators, distributors, service providers, and managed service providers.
• Experience building partner practices, services organizations, or commercial offerings, ideally including managed services and as-a-service business models.
• Proven track record of generating partner-originated pipeline and holding teams accountable for measurable commercial outcomes.
• Established senior-level relationships across the Americas partner ecosystem are strongly preferred.
• Strong technical understanding of modern data platform architectures, including block, file, and object storage, large-scale unstructured data, hybrid and cloud data services, Kubernetes, and storage-as-a-service models.
• Working knowledge of AI data pipelines, data governance, and data classification as foundational requirements for enterprise AI adoption.
• Strong understanding of cyber resilience, virtualization migration, and the competitive technology landscape.
• Ability to move comfortably between executive-level partner discussions and detailed technical architecture conversations.
• Data-driven and analytical mindset, with a preference for measuring and instrumenting initiatives before scaling them.
• Comfortable operating in fast-moving and ambiguous environments, prioritizing ruthlessly and exercising sound judgment on complex business decisions.
• Genuine passion for developing people, building businesses, and creating sustainable partner capabilities.

Benefits

• Competitive annual base salary of $219,800-$351,400 USD, depending on role level and applicable labor market.
• Potential eligibility for incentive compensation and/or equity.
• Flexible working arrangements designed to support a healthy work-life balance.
• Flexible paid time off.
• Wellness resources and programs.
• Company-sponsored team events and opportunities to connect with colleagues.
• Professional growth and development opportunities within an innovative technology environment.
• Opportunity to work at the forefront of AI, enterprise data platforms, cyber resilience, and cloud technologies.
• Collaborative, inclusive culture focused on innovation, teamwork, and individual growth.
• Employee Resource Groups and initiatives supporting an inclusive workplace.
• Workplace accommodations available throughout the hiring process for candidates who require them.