You'll coach and develop a team of PAMs, shape the operating model for how we engage the tier, and build the programs, playbooks, and measurement systems that let us scale with quality.

This role sits at the intersection of team leadership, partner strategy, and operational execution.

Responsibilities:

Team leadership and development

• Lead, coach, and develop a team of Partner Account Managers covering a group of Anthropic’s services partners

• Set clear expectations, goals, and operating standards; hold the team accountable to partner revenue, pipeline, and program outcomes

• Hire and retain exceptional talent; build a team culture grounded in rigor, partnership, and care for Anthropic's mission

Program and operating model

• Shape the tier's operating model: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritise their time across a portfolio

• Partner with the broader SI program to adapt tier structure, benefits, and requirements to partner dynamics

• Build and evolve playbooks that help PAMs recruit, onboard, activate, and grow partners consistently

Enablement and partner success

• Work with enablement, product, and solutions teams to ensure partners have the training, certifications, and technical resources they need to build and deliver production-grade Claude solutions

• Identify gaps in partner readiness and drive cross-functional investment to close them

• Ensure consistent quality of partner engagement across the team

Cross-functional leadership and insights

• Collaborate with sales, partner operations, marketing, legal, and finance to remove friction and accelerate joint outcomes

• Surface partner, market, and product insights to inform Anthropic's broader partner strategy and roadmap

• Represent the business in partnership leadership forums

You may be a good fit if you have:

• 10+ years of experience in partner sales, channel sales, alliances, or partner management at a technology company

• 3+ years managing partner-facing teams, including senior individual contributors

• A track record of driving revenue through SI or consulting partner channels, consistently meeting or exceeding targets

• Experience building or scaling partner programs , tier structures, enablement, playbooks, and operating cadences , in a fast-growing environment

• Strong commercial acumen; comfortable coaching your team through complex deals, partner negotiations, and multi-stakeholder enterprise sales cycles

• Experience managing a portfolio of partners at scale (rather than a small number of top-tier strategic accounts) and a view on how to drive leverage across a wide partner base

• Excellent analytical skills; fluency with partner KPIs, dashboards, and using data to drive team and program decisions

• Outstanding communication and relationship-building skills, from partner practitioners to senior executives, both externally and internally

• Comfort with ambiguity and a track record of creating structure in emerging programs

• Willingness to travel to support partner relationships and joint customer engagements

• Interest in AI and a commitment to Anthropic's mission of building safe, beneficial AI systems

Strong candidates may also have:

• Direct experience working with or at specialist / regional SIs similar to this group of partners (e.g., Persistent, Slalom, Ahead, DXC, Genpact, and comparable firms)

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical

• Experience managing partner teams across multiple geographies and cultures

• A background that spans partner management and adjacent disciplines such as direct enterprise sales, partner sales, or alliances strategy

• Experience standing up or scaling a partner tier or program from early stage to mature operations

• A point of view on how AI is reshaping the SI ecosystem and how Anthropic should engage specialist and regional partners differently from hyperscale GSIs

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $355,000-$425,000 USD

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In this role, you will partner closely with Partner Programs, Channel Sales, Product Marketing, Operations, and Enablement leaders to improve partner productivity, accelerate revenue, and ensure successful customer outcomes via the channel.

Key responsibilities include:

• Defining and managing the partner enablement strategy, partnering with Product Marketing and Channel stakeholders to set requirements and drive strategic decision-making.
• Establishing and tracking success metrics related to partner readiness, training adoption, and revenue influence to inform strategy.
• Identifying gaps in partner capability and recommending scalable enablement solutions.

Curriculum & Program Management:

• Creating, implementing, and managing comprehensive enablement programs that provide partners with the necessary training and resources to succeed.
• Developing e-learning, content for instructor-led training sessions or workshops, and coordinating / leading webinars.
• Ensuring all enablement content is current, high-impact, and easily discoverable through the partner portal.

Strategic Communications & Stakeholder Management:

• Developing and executing a comprehensive communications plan to promote enablement programs and drive adoption, leveraging available communications and enablement platforms.
• Serving as the primary enablement point of contact for Channel and Partner leadership.
• Influencing senior stakeholders across Product Marketing, Sales, Operations, and Enablement without formal authority.
• Defining, tracking and reporting on key metrics that indicate enablement program adoption and impact, providing partner leadership with results.

Requirements:

• 3+ years of experience in partner enablement, channel sales, sales enablement, customer education, customer training or a similar role.
• Proven experience designing and delivering training for external audiences, including live sessions, virtual webinars and self-guided courses.
• Strong facilitation and communication skills with the ability to engage a wide range of audiences, including senior leadership, through live sessions and workshops.
• Ability to translate technical or complex concepts into clear, practical guidance for partners.
• Experience working cross-functionally with Sales, Marketing, Product, and Marketing to develop and execute plans in a fast-growth environment.
• Demonstrated program and project management skills
• Comfort using data to measure outcomes, tell a clear story and recommend improvements.

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You will combine prior experience in partnerships/channel sales with the unique technology, partnerships, and market opportunity at Brex. Your engagement models will include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal, and other teams.

This is a full-stack BD role where you will lead the entire partnership lifecycle from sourcing and contracting through to product integration and activation of the first 50 customers. You'll collaborate cross-functionally to structure bespoke embedded payment solutions, develop joint go-to-market plans, and ensure Brex's platform is deeply embedded in our partners' workflows.

Responsibilities:

• Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution,sourcing, business case creation, legal contracting, product integration, and early customer activation
• Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support Brex's 'bend the curve' growth goals
• Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage
• Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas
• Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams
• Support Brex's growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership

Requirements:

• Experience at a high-growth startup
• 6+ years of experience in strategic partnerships/sales in B2B industry
• Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
• Strong ownership mindset and accountability for outcomes
• High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
• Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focus
• Business acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
• Self-starter with a drive to win by serving customers and growing revenue
• Up to 25% travel required

Bonus Points:

• Strong preference for candidates with founder experience or hybrid backgrounds combining strategy, product, and GTM
• Payments or embedded finance experience
• Experience integrating financial products into SaaS or workflow platforms
• Background in management consulting with operating experience in startups

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The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments.

Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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We're the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, we help founders and finance teams accelerate operations, gain real-time visibility, and control spend effortlessly.

As an Enterprise Account Executive II, Embedded Finance, you will drive revenue growth by leading complex, partner-led enterprise sales cycles for Brex's embedded finance solution. You'll work closely with partner sales teams to identify high-value opportunities, develop joint value propositions, and then be in charge of closing large enterprise deals.

Key focus areas include: Managing complex, multi-stakeholder sales cycles alongside partner teams Building and executing joint go-to-market strategies with key partners Serving as a trusted advisor to both partner sales teams and end customers Navigating technical validation, pricing discussions, and contract negotiations Delivering tailored financial solutions that drive business transformation Achieving revenue targets through partner-led sales motions

Success in this role means consistently closing enterprise deals through partner channels while building scalable, repeatable co-selling motions that accelerate mutual growth. This is a quota-carrying role.

Where you'll work: This role will be based in our SF, Seattle, or NYC office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities: Partner-Led Enterprise Sales: Drive complex, high-value deals through partner channels, co-selling with partner teams to navigate enterprise sales cycles and build C-suite relationships at target accounts Pipeline & Partner Success: Build and execute joint go-to-market strategies with key partners, manage shared pipeline development, and ensure partner sales teams are enabled to identify and close Brex opportunities effectively Solution Architecture & Value Creation: Act as a financial solutions expert for both partner teams and end customers, helping structure deals that maximize value for all parties and drive transformation in enterprise financial processes Market & Partner Strategy: Identify and prioritize partner-led opportunities across verticals, develop competitive positioning for partner sales teams, and align go-to-market strategies with industry trends Partner Enablement & Team Leadership: Lead partner sales enablement initiatives, develop scalable co-selling motions, and collaborate with internal teams to optimize partner sales processes and outcomes

Requirements: 5+ years of closing experience in sales through channel partners, ideally in the B2B tech or financial services space Proven track record of exceeding sales quotas and building strong relationships with senior decision-makers in both partnerships and direct sales contexts Expertise in navigating complex negotiations and closing high-value deals Ability to think strategically and execute tactically across both partnership and sales channels Self-starter with the ability to work in a fast-paced, evolving environment while maintaining focus on long-term goals Strong leadership and cross-functional collaboration skills

Compensation: The expected OTE for this role is $226,000 - $280,000 and for SLC it is $200,000 - $250,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

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Responsibilities:

• Reactively support Customer Success and Client Sales teams on paid SaaS sales cycles, taking the lead on complex deals
• Engage with our existing customers, focusing on driving SaaS upsell, which will increase customer stickiness
• Conduct product demonstrations and provide technical expertise to potential customers
• Collaborate with CSEs, CSMs, and Solution Consultants to ensure seamless sales processes and customer experiences
• Develop and execute strategic account plans to achieve and exceed sales targets
• Maintain accurate records of sales activities and customer interactions in CRM systems

Requirements:

• 2+ years of full-cycle B2B software sales experience
• 1+ years of outbound prospecting experience
• Experience leading SaaS product demonstrations
• Goal-oriented and self-motivated with a proven track record of meeting and exceeding targets
• Strong understanding of SaaS products and their implementation
• Excellent communication and presentation skills
• Ability to work in fast-paced, high-velocity environments
• Proficiency in CRM software and other sales tools

Bonus points:

• Previous experience in an overlay or channel sales role
• Familiarity with financial products, credit cards, and business finance
• Familiarity with the commercial or mid-market customer segment and high-value sales cycles
• Familiarity with software solutions, especially in areas such as Expense Management, Travel, and AP
• Previous experience in implementing successful upselling and cross-selling strategies
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• A background in handling renewals, ensuring customer retention, and minimizing churn
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

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The Partner Manager will develop, enable, and support our security-focused partner in order to drive partner-sourced, influenced, and fulfilled revenue. We want energetic, innovative, and results-oriented partner leaders.

Key responsibilities include:

• Engaging and growing the Elastic business with security partners to support our business goals and to execute partner sales strategies specific to the Americas region

• Driving consistent and predictable channel bookings through joint business planning and ongoing channel enablement with sellers and technical leaders

• Working closely with our direct sales teams on development, tracking, and reporting goals and objectives, forecasts, key metrics, and definitions of success with security partners

• Negotiating and closing channel and partnership contracts as required for engagement with the partner

• Creating and driving overall partner strategy and business plan for coverage with the partner, including the potential development of an Elastic practice within our security-focused partners

We are looking for a highly motivated and experienced partner leader who has a strong track record of building and executing joint business plans with named partners. The ideal candidate will have extensive networks with security partners and a willingness to travel when needed to accelerate sales.

In addition to the responsibilities listed above, the successful candidate will have:

• Energetic, smart, self-directed, and passionate business development and channels professional

• Experience and proven success in building a joint business plan with the named partner

• Extensive network with security partners and a willingness to travel when needed to accelerate sales

• Experience recruiting, enabling, and leading a network of SI and channel partners with direct personal involvement

• Exposure to and expertise in building channel networks from the ground up

• Demonstrated success growing the impact of channel results through increased lead growth or bookings growth

• Experience negotiating channel agreements and designing channel programs

• Understanding of analytics, search, or big data markets/products or ability to learn quickly

Bonus points for candidates with a Master's or MBA degree.

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Anthropic's services partner ecosystem is a critical channel for bringing Claude to enterprise customers worldwide. Firms like Persistent, Slalom, Ahead, DXC, and Genpact , represent a fast-growing segment of specialist and regional SIs whose reach, vertical depth, and delivery capacity are essential to scaling Claude's enterprise footprint. Managing this tier well requires rigor, repeatability, and a team that can drive meaningful joint outcomes across a broad portfolio of partners.

We're looking for a Manager of Partner Account Management to lead the team of Partner Account Managers responsible for a cohort of our services partnerships. You'll coach and develop a team of PAMs, shape the operating model for how we engage the tier, and build the programs, playbooks, and measurement systems that let us scale with quality. You'll work closely with partnerships leadership, sales, product, and customer success to ensure this group of partners are equipped to win and deliver transformative AI solutions for their clients.

This role sits at the intersection of team leadership, partner strategy, and operational execution. You'll stay close enough to the work to engage directly with partner leadership when it matters, while investing most of your time in making your team and the broader tier more effective over time.

Responsibilities:

Team leadership and development

• Lead, coach, and develop a team of Partner Account Managers covering a group of Anthropic’s services partners

• Set clear expectations, goals, and operating standards; hold the team accountable to partner revenue, pipeline, and program outcomes

• Hire and retain exceptional talent; build a team culture grounded in rigor, partnership, and care for Anthropic's mission

Program and operating model

• Shape the tier's operating model: how PAMs plan with partners, run QBRs, forecast, track partner health, and prioritize their time across a portfolio

• Partner with the broader SI program to adapt tier structure, benefits, and requirements to partner dynamics

• Build and evolve playbooks that help PAMs recruit, onboard, activate, and grow partners consistently

Enablement and partner success

• Work with enablement, product, and solutions teams to ensure partners have the training, certifications, and technical resources they need to build and deliver production-grade Claude solutions

• Identify gaps in partner readiness and drive cross-functional investment to close them

• Ensure consistent quality of partner engagement across the team

Cross-functional leadership and insights

• Collaborate with sales, partner operations, marketing, legal, and finance to remove friction and accelerate joint outcomes

• Surface partner, market, and product insights to inform Anthropic's broader partner strategy and roadmap

• Represent the business in partnership leadership forums

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You will work at the intersection of sales strategy and partner operations,driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

Responsibilities:

Partner Sales Strategy and Execution

• Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators

• Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline

• Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics

• Work directly with partner sales teams to identify opportunities, support deal progression, and close business

Partner Program Design and Management

• Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance

• Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization

• Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally

• Establish program governance, including partner agreements, engagement models, and escalation paths

Enablement and Partner Success

• Build and manage partner enablement programs including training curricula, certification pathways, and technical resources

• Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications

• Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients

• Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win

Operational Excellence

• Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue

• Develop and maintain partner performance dashboards and reporting mechanisms

• Create and document standard operating procedures for all partner program activities

• Manage partner data integrity and ensure consistent measurement across the global partner portfolio

Performance Measurement and Optimization

• Define and track KPIs for individual partner performance and overall program health

• Build frameworks for assessing partner contribution, engagement, and growth potential

• Develop approaches for measuring and demonstrating ROI of partner program investments

• Identify opportunities for program improvement and implement optimization initiatives

You may be a good fit if you have

• 7+ years of experience in partner sales, channel sales, or partner management at a technology company

• Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets

• Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners

• Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles

• Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes

• Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions

• Outstanding communication and relationship-building skills at all levels, from partner practitioners to C-suite executives

• Experience with CRM systems and partner relationship management tools

• Comfort with ambiguity and the ability to create structure in emerging programs

• Willingness to travel globally to support partner relationships and joint customer engagements

Strong candidates may also have

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical

• Background working at or with major Systems Integrators or global consulting firms

• Experience managing partner relationships across multiple geographies and cultures

• Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals

• Track record of building programs that scaled from early stage to mature operations

• Passion for AI and understanding of how enterprises are adopting AI technologies

The annual compensation range for this role is listed below.

For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.

Annual Salary: $300,000-$355,000 USD

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As Yubico's Channel Manager, you will drive revenue via Yubico's Channel network through effective planning, forecasting, and lead-generation activities. You will report to the Director of Channel EMEA and be a key part of our regional go-to-market strategy.

Key responsibilities include:

• Supporting Channel partner engagement with large or strategic customers
• Working with and selling through Yubico's Channel partners
• Engagement with Yubico's global technology partnerships to drive new opportunities

To succeed in this role, you will need to have a deep understanding and experience in a Channel sales model, hi-tech software, hardware, and service offerings. You should also have a good understanding of the cybersecurity market and experience of working with Security, Identity, and Authentication technologies.

In addition, you will need to be comfortable having business and high-level technical conversations, be a team player who is able to take initiative, maintain a positive attitude, be self-motivated, and work effectively on projects with minimal direct supervision.

Established network of Channel Partners is preferred, but not essential. Excellent verbal, written, and presentation skills are also required. Willingness to travel within the Southern European region on a regular basis is necessary.

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The ideal candidate will act as the fractional CMO of the region, holding the responsibility of a fully integrated field marketing plan aligned with the revenue goals of each APJ priority country, with a focus on building high-quality net new pipeline and accelerating existing pipeline.

Key responsibilities include naturating and executing strategic field marketing plans in the APJ region, collaborating closely and regularly with the APJ channel sales team on GTM initiatives with channel partners, managing, building and maintaining relationships with key channel partners in the region, and tracking the effectiveness of regional marketing efforts by analysing SFDC data and gathering qualitative feedback from the field in an effort to provide actionable insights for continuous improvement.

The successful candidate will have a Bachelor's degree in Marketing, Business Administration, or related field, be based in Singapore, and have 10+ years of experience in an APJ field marketing role (2+ years of cybersecurity industry experience is a plus), and at least 3 - 5 years of experience working with channel partners.

Strong interpersonal and collaboration skills, ability to travel along within APJ 20% of the time, and strong written and verbal communication skills in English and Mandarin; Japanese language proficiency preferred.

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Channel Sales Executive

Poland Off-siteSave

Category: Ansys SalesRemote Eligible YesHire Type: Employee

Job ID 13261Date posted 11/18/2025

We Are:

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content. Join us to transform the future through continuous technological innovation.

You Are:

You are a dynamic and driven sales professional who thrives in collaborative environments and is passionate about building strong partnerships.

With a proven track record in the software industry, you understand the nuances of indirect and direct sales, and you excel at developing and nurturing relationships with both channel partners and customers.

Your consultative approach enables you to identify and address customer needs, ensuring optimal solutions and satisfaction.

You possess a strategic mindset, leveraging data and market insights to inform sales strategies and drive growth.

Your leadership skills shine through as you coach and motivate partner representatives, fostering their development and success. Adaptable and resourceful, you navigate complex situations with ease, mediating issues and facilitating effective resolutions.

Your communication and negotiation skills are second to none, allowing you to engage confidently with senior executives and key stakeholders.

You are committed to continuous learning, staying abreast of industry trends and best practices.

Fluent in English and Polish, you bring cultural sensitivity and a global perspective to your work.

Above all, you are passionate about technology and innovation, eager to contribute to Synopsys’ mission and make a lasting impact in the region.

What You’ll Be Doing:

· Driving sales of ANSYS solutions within a specified region through channel partners, embodying ANSYS Channel principles.

· Owning and executing the sales plan for your territory, ensuring growth targets are consistently met.

· Providing hands-on leadership for sales opportunities and guiding channel partner reps with a “sell-with” approach.

· Building and nurturing relationships with senior-level customer executives to unlock new market opportunities.

· Coaching and motivating channel partner representatives to enhance their ANSYS selling skills and performance.

· Conducting joint customer visits and ensuring timely completion of sales, technical, and principal trainings and certifications.

· Delivering accurate and timely sales forecasts; regularly reviewing pipeline and forecast with channel partners.

· Managing partner capacity and capabilities to ensure optimal coverage and effectiveness.

· Serving as the central point of contact for all sales matters at the partner, ensuring efficient workflows.

· Implementing ANSYS Partner Program initiatives, including marketing programs, to drive regional success and future growth.

· Mediating channel partner requests/issues and assisting in tactical solution strategies for customer satisfaction.

· Collaborating with ANSYS regional sales leaders to analyse market trends and define go-to-market strategies.

The Impact You Will Have:

· Accelerating sales growth and market penetration for ANSYS solutions in Poland and the wider region.

· Empowering channel partners with the skills and resources needed to succeed in a highly competitive market.

· Shaping the future of simulation and PLM software adoption among small and medium-sized businesses.

· Enhancing customer satisfaction and loyalty through effective resolution of issues and proactive engagement.

· Driving best practices in channel sales, contributing to Synopsys’ reputation as an industry leader.

· Supporting the implementation and success of the ANSYS Partner Program, fostering long-term growth.

· Contributing to strategic decisions through market analysis and feedback, shaping regional business direction.

· Facilitating seamless collaboration between channel partners and internal Synopsys teams for efficient operations.

What You’ll Need:

· Bachelor’s degree in a technical, engineering, business or related field.

· 6+ years of successful sales, key accounts, and indirect channel account management experience in the software industry, OR 8+ years of relevant experience.

· Demonstrated understanding of scientific or technical software products/services, including pricing and licensing practices.

· Proven consultative selling skills and experience with complex sales cycles.

· Exceptional contract negotiation abilities with key accounts.

· Strong analytical, planning, and organizational skills.

· Fluent in English and Polish

· Excellent time management, communication, and presentation skills.

· Ability to travel up to 50% of the time

· MBA or advanced degree, and experience in simulation/PLM software industry are preferred.

Who You Are:

· A collaborative leader who inspires and motivates others.

· Strategic thinker with a proactive approach to problem-solving.

· Effective communicator, able to engage with stakeholders at all levels.

· Adaptable and resilient, thriving in fast-paced environments.

· Customer-centric, always striving to deliver exceptional value.

· Detail-oriented with strong organizational skills.

· Committed to continuous personal and professional growth.

The Team You’ll Be A Part Of:

You’ll join a high-performing, collaborative sales team focused on driving growth through strategic partnerships and channel excellence. The team is passionate about delivering value to customers and partners, leveraging deep industry expertise and innovative sales strategies. You’ll work closely with regional leadership, technical sales, marketing, and operational teams to ensure seamless execution and continuous improvement in channel engagement.

Rewards and Benefits:

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

#LI-Remote, #LI-Hybrid, #AnsysJob

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Key responsibilities include:

• Driving sales of ANSYS solutions within your assigned region through a robust, channel-first operating model
• Owning and executing the territory sales plan, with clear accountability for revenue growth and market expansion
• Leading sales opportunities hands-on, working alongside channel partners in a “sell-with” engagement model
• Building and maintaining senior-level relationships with key customer decision-makers to identify and unlock new opportunities
• Coaching and enabling channel partner sales teams to strengthen ANSYS solution positioning and execution

Requirements include:

• 6+ years of successful experience in software sales, key account management, and indirect/channel sales, or 8+ years of relevant experience
• Solid understanding of scientific or technical software solutions, including pricing and licensing models
• Proven consultative selling capability across complex, multi-stakeholder sales cycles
• Strong contract negotiation experience with enterprise or strategic accounts
• Excellent analytical, planning, and organizational skills
• Fluent in English is required; a Scandinavian language would be a strong plus to support regional engagement

As a Channel Sales Lead, you will join a high-performing, collaborative sales organization focused on driving growth through strategic partnerships and channel excellence. The team works closely with regional leadership, technical sales, marketing, and operations to ensure consistent execution, strong partner engagement, and continuous improvement across the region.

We offer a comprehensive range of health, wellness, and financial benefits to cater to your needs. Our total rewards include both monetary and non-monetary offerings. Your recruiter will provide more details about the salary range and benefits during the hiring process.

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What We're All About

Do you ever have the urge to do things better than the last time? We do. And it's this urge that drives us every day. Our environment of discovery and innovation means we're able to create deep and valuable relationships with our clients to create real change for them and their industries.

Opportunity

Are you seeking an exciting and rewarding journey with one of the fastest-growing FinTech companies globally? Do you want to work closely with the best minds in consultancy, technology, and the data world? Quantexa is looking for a highly motivated professional who can help grow our Alliances Ecosystem.

What You'll Be Doing

• Generate and manage a partner-driven pipeline through pro-active prospecting with partner's customer-facing stakeholders
• Generate new partner enablement through the Quantexa Technology Academy for those partners building a COE around Quantexa
• Engaging, training, and marketing with partners
• Create executive alignment and commitment on key partnership goals and strategic initiatives by maintaining access and influence with key stakeholders
• Navigate up and down the partner organization as appropriate
• Act as the point of contact to increase partner knowledge and proactively train partners in our core proposition, new use cases, and new platform functionality
• Work closely with our Operations and Delivery teams on Partner resourcing
• Act as a liaison between our sales teams and partners to help build working relationships
• Lead partner marketing efforts with the help of Quantexa's Marketing team for marketing and co-marketing opportunities (Webinars, Roundtables, Conferences, Events) with key partners
• Grow your partner account base through pro-active hunting in targeted channels or new verticals
• Conduct Quarterly Partner Reviews with top partners and assist Quantexa and Partner management in monitoring progress towards strategic goals
• Provide feedback to channel peers and leadership regarding market intelligence, competition, knowledge gaps, and other valuable insights gained while working with partners
• Build out & maintain partner profile information and contact information as well as log calls and communications in CRM and other systems
• Ability to travel up to 60%

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In this role, you will be instrumental in driving the growth of our partner ecosystem across diverse markets. You will collaborate closely with cross-functional teams to develop and execute strategies that accelerate joint pipeline and revenue, ensuring alignment with our go-to-market objectives.

Key Responsibilities

• Define and own the regional partner strategy in close collaboration with Workable’s Sales, Marketing, and Product leadership, translating company-level objectives into a scalable partner motion across EMEA & APAC.
• Identify and recruit high-potential partner organisations across EMEA and APAC, defining co-sell plans, quotas, and performance metrics.
• Develop and manage a comprehensive partner enablement program, including trainings, marketing assets, and onboarding processes.
• Drive channel growth by recruiting new partners, nurturing existing relationships, and conducting regular business reviews to ensure strategic alignment.
• Collaborate with Product, Marketing, and Sales leadership to create joint go-to-market strategies, collateral, and demand generation campaigns tailored to partner ecosystems.
• Forecast, track, and optimise partner-generated revenue, pipeline, and win rates; provide accurate reporting to senior leadership and adjust territory/resource allocations as needed.

Requirements

• 3+ years of experience in partner or channel sales, or partner management within a software company
• Proven track record building and managing partner ecosystems with measurable revenue and pipeline impact
• Experience recruiting and onboarding new partners, with a focus on enablement programs and training delivery
• Experience collaborating with Product and Marketing teams to execute joint go-to-market initiatives with partners
• Working proficiency with CRM tools to manage partner pipeline and activities
• Partner/channel experience covering at least one of: EMEA or APAC markets
• Partner/channel experience in the computer software industry
• Authorization to work in Greece or the United Kingdom

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging environment, we are offering:

• Competitive Compensation: £75,000–£80,000 base salary per year + 30% commission
• Private Medical Insurance: Comprehensive private healthcare coverage to support your wellbeing and give you peace of mind.
• Pension Plan: Company-supported pension scheme to help you plan and invest in your long-term financial future (UK)
• Top-Tier Tools: Apple gear and access to the latest productivity tools to help you excel.
• Stay Connected: A mobile data plan to keep you online wherever you are or Phone Allowance: Reimbursement for business-related phone expenses
• Delicious Perks: Fresh, tasty food at the office to fuel your productivity.
• Hybrid Work Model: Enjoy the flexibility of working from home one day per week while staying connected with the team in the office.

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You will work at the intersection of sales strategy and partner operations—driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

Responsibilities:

Partner Sales Strategy and Execution

• Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators
• Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline
• Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics
• Work directly with partner sales teams to identify opportunities, support deal progression, and close business

Partner Program Design and Management

• Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance
• Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization
• Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally
• Establish program governance, including partner agreements, engagement models, and escalation paths

Enablement and Partner Success

• Build and manage partner enablement programs including training curricula, certification pathways, and technical resources
• Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications
• Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients
• Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win

Operational Excellence

• Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue
• Develop and maintain partner performance dashboards and reporting mechanisms
• Create and document standard operating procedures for all partner program activities
• Manage partner data integrity and ensure consistent measurement across the global partner portfolio

Performance Measurement and Optimization

• Define and track KPIs for individual partner performance and overall program health
• Build frameworks for assessing partner contribution, engagement, and growth potential
• Develop approaches for measuring and demonstrating ROI of partner program investments
• Identify opportunities for program improvement and implement optimization initiatives

You may be a good fit if you have

• 7+ years of experience in partner sales, channel sales, or partner management at a technology company
• Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets
• Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners
• Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles
• Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes
• Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions
• Outstanding communication and relationship-building skills at all levels, from partner practitioners to C-suite executives
• Experience with CRM systems and partner relationship management tools
• Comfort with ambiguity and the ability to create structure in emerging programs
• Willingness to travel globally to support partner relationships and joint customer engagements

Strong candidates may also have:

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical
• Background working at or with major Systems Integrators or global consulting firms
• Experience managing partner relationships across multiple geographies and cultures
• Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals
• Track record of building programs that scaled from early stage to mature operations
• Passion for AI and understanding of how enterprises are adopting AI technologies

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Location

San Francisco

Employment Type

Full time

Department

Compensation

• $302K – $385K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

Benefits

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

Job Description

The Executive, Strategic Global Partnerships & Ecosystem will be responsible for defining, building, and scaling the company’s global revenue partner ecosystem. This executive will architect and steward a world-class network of strategic partners, including global systems integrators, technology platforms, hyperscalers, services firms, and ecosystem leaders that materially extends OpenAI’s reach, accelerates enterprise and public-sector adoption, and drives durable, long-term revenue growth.

This role operates at the intersection of strategy, revenue, product, and external ecosystem leadership. Beyond executing partner motions, this leader will shape how OpenAI goes to market globally through partners - deciding where partnerships matter most, which partners fundamentally change OpenAI’s trajectory, and how ecosystem leverage becomes a sustained competitive advantage.

The Executive will work in close partnership with the CRO, Chief Commercial Officer, Product leadership, and executive team to ensure partnerships are fully embedded into OpenAI’s GTM, product roadmap, and long-term growth strategy.

Role and Responsibilities

• Strategic Leadership: Define and own OpenAI’s global partnerships and ecosystem strategy, serving as a senior advisor to the CRO, CCO, and executive leadership while representing OpenAI externally with the world’s most influential partners, customers, and ecosystem leaders.

• Partner Ecosystem Expansion: Build and scale deep, executive-level relationships with global systems integrators, hyperscalers, multinational services firms, and regional partners, establishing and evolving transformational partnerships that accelerate adoption, unlock constrained markets, and extend OpenAI’s global reach.

• Revenue Generation: Drive significant, scalable revenue through partner-led, partner-sourced, and partner-influenced motions, with full accountability for ecosystem contribution to OpenAI’s long-term revenue mix, market expansion, and growth objectives.

• Partner Enablement: Establish a world-class global partner enablement model that ensures partners can confidently sell, deploy, and scale OpenAI solutions in alignment with OpenAI’s technical standards, customer expectations, and evolving product roadmap.

• Operational Excellence: Build and lead a senior, globally distributed partnerships organization and operating model, working cross-functionally across Sales, Product, Engineering, Marketing, Legal, and Operations to deeply integrate partnerships into OpenAI’s GTM and delivery motion.

• Incentive Structures: Design and implement incentive frameworks that align partner investment, services attachment, and long-term ecosystem commitment with OpenAI’s strategic priorities, revenue goals, and brand standards.

Skills/experience

• Proven track record operating at senior executive or EVP level, leading global partnerships, alliances, or ecosystems at scale.

• Demonstrated success building and scaling complex global partner ecosystems that drive meaningful revenue and market expansion.

• Deep understanding of channel sales, strategic alliances, and ecosystem-driven growth models in enterprise technology.

• Experience operating in both high-growth and scaled environments, with the judgment to balance long-term strategy and near-term execution.

• Strong cross-functional leadership skills, with experience partnering closely with Sales, Product, Marketing, and Operations.

• Exceptional executive presence and communication skills, with the ability to influence at the C-suite level internally and externally.

Nice to have

• Industry Experience: Prior experience in AI, cloud platforms, enterprise software, or developer-led ecosystems.

• International Experience: Experience operating globally, including international markets and regulated environments.

About OpenAI

OpenAI is a technology company that focuses on developing and commercializing artificial intelligence (AI) systems. It was founded in 2015 and has since grown to become one of the leading AI research and development companies in the world.

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