Partner Director

The Partner Director – AI & Data Practice is a strategic sales leader responsible for growing the revenue of a designated Bell Integration Partner by identifying, developing, and closing opportunities involving their AI and data solutions. This role focuses on driving license and services sales by managing the complete sales lifecycle; from prospecting to deal closure; in close alignment with the partner’s go-to-market priorities.

Acting as the bridge between internal teams, customers, and the partner ecosystem, the Partner Director defines joint sales strategies, nurtures high-value opportunities, and delivers against ambitious revenue targets for the assigned partner. This is a quota-carrying role, and the successful performer will be expected to consistently meet or exceed new business revenue goals through effective partner collaboration and execution of strategic sales motions.

Success in this role requires consultative selling expertise, strong partner management skills, and a deep understanding of AI and data-driven enterprise solutions and experience of selling SaaS.

The Partner Director is responsible for:

Referral & Co-Sell Leadership

• Lead referral and co-sell motions to identify and capture net new customer opportunities leveraging partner AI and data solutions.
• Align internal and partner teams around joint pursuit strategies that target greenfield or whitespace accounts.
• Clearly communicate the joint value proposition to break into new logos and address complex customer needs.

Opportunity Development & Execution

• Proactively identify, qualify, and advance net new sales opportunities in collaboration with the assigned partner.
• Own the full sales cycle from first engagement to close, with a focus on converting new prospects into customers and consistently achieve assigned sales quota.
• Coordinate across internal teams to develop compelling proposals that translate business pain into partner-enabled solutions.

Partner Account Strategy & Growth

• Build territory and partner account strategies focused on landing new customers and reaching new decision-making groups within key accounts.
• Engage senior decision-makers in target accounts to build trust and drive initial deal momentum.
• Develop new customer relationships that can serve as long-term growth platforms for partner solutions.

Pipeline, Forecasting & Commercial Discipline

• Maintain a forward-looking, opportunity-rich pipeline with a focus on early-stage deal development.
• Maintain an accurate record all live opportunities and provide a regular forecast on CRM.
• Collaborate cross-functionally to ensure resources are aligned for successful new customer acquisition.
• Structure high-quality deals that balance commercial value, partner contribution, and customer fit.

Partner Sales Strategy Execution

• Execute partner sales strategies aimed at acquiring new business across assigned verticals or geographies.
• Serve as a field-facing voice to inform partner priorities, refine messaging, and influence joint GTM plans.
• Stay sharp on emerging trends, competitor activity, and partner innovation to inform new opportunity positioning

Key Requirements:

• Proven track record of acquiring new customers through partner-led sales motions, including referral, co-sell, and joint pursuit strategies.
• Demonstrated success in building early-stage pipeline, prospecting into greenfield accounts, and closing net new business.
• Experience selling AI and data solutions from one or more strategic partners such as IBM, NVIDIA, Dell, or NICE.
• Solid understanding of partner technologies, their value propositions, and how to align them with customer needs and competitive scenarios.
• Strong background in consultative, value-based selling with the ability to identify customer challenges and position partner-enabled solutions effectively.
• Skilled in developing territory and account plans focused on whitespace engagement and new logo acquisition.
• Proficient in Salesforce or similar CRM platforms, with a disciplined approach to pipeline management, forecasting, and sales reporting.
• Excellent communication, stakeholder engagement, and negotiation skills across both technical and business audiences.
• Bachelor’s degree in business, technology, or a related field — or equivalent practical experience in a high-performance sales environment.

Successful Performers Will Be Able To:

• Identify and advance net new business opportunities in collaboration with strategic partners, targeting greenfield and whitespace accounts.
• Lead end-to-end sales cycles with confidence and urgency, from initial engagement through to deal closure.
• Build trust and credibility with new customers, navigating complex stakeholder environments to establish early relationships.
• Be able to communicate with confidence across many levels of senior management in the customer and aligned partner, both written and in meetings and presentations.
• Execute joint pursuit strategies with internal and partner teams to align resources, messaging, and execution plans.
• Consistently achieve assigned quota and contribute meaningfully to new customer acquisition targets.
• Maintain a strong, forward-looking pipeline and consistently deliver against new business revenue goals