Principal, Commercial GTM - Partner

Work Location: This position is designated as remote. However, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays). Overview The Principal, Commercial GTM - Partner is responsible for driving structured go-to-market execution and readiness across our partner ecosystem, ensuring technology partnerships, strategic alliances, and joint commercial initiatives translate into measurable pipeline, revenue and market impact. Reporting to the Sr. Director, Commercial GTM, this role serves as a cross-functional integrator across Partnerships, Product, Sales, Marketing, Sales Enablement, Customer Operations and Sales Engineering to ensure execution from partnership strategy through launch and ongoing performance. The Principal will be responsible for collaboratively developing and driving partner GTM programs and commercialization efforts while establishing repeatable operating models that connect partner portfolio planning, joint go-to-market execution and business outcomes. This role will support both: • Technology partners, where our sales teams commercialize partner solutions alongside our offerings. • Strategic partners, where partner organizations influence, co-sell, or resell our solutions to expand market reach and revenue growth. Core responsibilities • Develop and execute partner GTM plans for technology partnerships, strategic alliances and joint commercial initiatives to ensure distinct value propositions, positioning, enablement and field readiness across participating teams. • Lead cadenced partner portfolio planning processes to establish and maintain a clear Partner Plan of Record, aligning investment levels, market opportunities, commercial priorities and readiness activities across Partnerships, Product, Sales, and Marketing. • Develop repeatable frameworks for commercializing partner opportunities, ensuring alignment to corporate growth objectives and strategic priorities.

• Define and manage partner commercialization programs through business case development[SB1. 1], readiness planning, launch execution, field adoption, and performance measurement. • Partner with Partnership, Product and Sales Engineering to identify opportunities for joint solution development, integrated offerings and differentiated customer value propositions. • Develop and share reporting that measures the effectiveness of partner GTM programs, including partner-sourced pipeline, influenced revenue, adoption, partner engagement and commercial outcomes. • Build strong relationships with internal and external stakeholders to ensure effective execution against business objectives, timelines and commercialization milestones. • Own commercialization outcomes for strategic partner initiatives, including pipeline generation, revenue contribution, co-sell effectiveness and market adoption. • Partner with Product, Finance and Partnership leadership to evaluate commercial models, pricing considerations, revenue & market opportunities, and investment priorities associated with partner-led offerings. Performance Monitoring • Monitor and analyze partner ecosystem performance, including influenced pipeline, sourced bookings, co-sell activity, partner program engagement and revenue contribution. • Use market intelligence, customer feedback, partner insights and performance data to continuously refine partner commercialization strategies and execution. • Establish clear launch success metrics and operating cadences to monitor adoption, enablement effectiveness, customer outcomes and commercial performance. • Build scalable partner commercialization playbooks and operating models that support repeatable execution across a growing ecosystem of technology and strategic partners.