Channel Sr. Program Manager

Job Summary

SoftwareOne is building the partner-powered pipeline engine of the future. We are seeking a Senior Partner Program Manager to sit at the intersection of our Alliance and Channel Sales motions and translate our Hyperscaler partnerships into measurable, scalable field impact.

This is not a relationship management role. You are a GTM architect — designing, building, executing, and continuously evolving the programs and initiatives that activate our field, enable our partners, and accelerate joint revenue across the Microsoft, Google, and AWS ecosystems.

You will own the Channel Integration layer of our Strategy & Convergence (S&C) Workstream and advance our Partner Different vision across co-sell programs, CSP channel plays, Global System Integrators (GSIs), and our Global Channel Sales partner base. The ideal candidate brings deep experience in global partner ecosystems — including Global Alliances, Global Channel Sales, and the Microsoft Cloud Solution Provider (CSP) program — and knows how to unlock partner potential at scale through disciplined GTM execution.

Note:   SoftwareOne is an  AI-forward company . We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.

Role & Responsibilities

GTM Strategy Design & Execution

• Design and execute GTM programs that accelerate revenue across the Hyperscaler ecosystem — Microsoft, Google, and AWS — spanning GSIs, Channel Sales, and CSP partners.
• Drive the Partner Different vision: shift partner motions from one-off transactions to repeatable, services-attached growth that’s visible, measurable, and scalable.
• Launch Partner 2.0 initiatives that grow inbound leads, co-sell participation, and sell-through — with clear rules of engagement for field sellers and partners. Develop and activate Partner 2.0 initiatives that accelerate inbound lead generation, co-sell participation, and partner sell-through motions — with clear rules of engagement for field sellers and partner-facing teams.

Channel Integration & Operational Excellence

• Lead the Channel Integration portion of the S&C (Strategy & Convergence) Workstream — operationalizing channel programs including CSP Tier 2 partner migrations, multivendor workflows, and Partner Connect process design built for scale.
• Drive CRM hygiene, pipeline progression, co-sell compliance, and funding unlock disciplines (OCP, ACE, migration credits) across channel partner programs.
• Instrument programs with trackable KPIs and real-time partner health dashboards in Cloud-iQ and CRM — partnering with Sales Ops, RevOps, and Cloud Desk.

Stakeholder Engagement — Internal & External

• Lead relationships with Hyperscaler field counterparts — Microsoft PSEs and PDMs, Google Cloud GTM, and AWS Alliance teams — to drive consensus and revenue on joint motions.
• Engage the partner ecosystem through Partner Advisory Board (PAB) touchpoints, webinars, and engagement cadences to capture feedback and land key initiatives.
• Equip field sellers with the plays, tools, and seller-to-seller connections to confidently co-sell.

Program Management & Continuous Improvement

• Manage a portfolio of strategic, complex programs across the Hyperscaler ecosystem in a matrixed, fast-paced environment.
• Define OKRs and KPIs tied to partner-influenced pipeline, time-to-transaction, partner NPS / Trust Index, ACR growth, and Net New Revenue.
• Champion process improvement and automation that scales across regions — and apply learnings to drive broader field impact.

Thought Leadership

• Serve as internal SME on the Hyperscaler ecosystem, bringing industry trends and GTM best practices into SoftwareOne’s program design.
• Position SoftwareOne as a differentiated partner of choice through external engagement, co-marketing, and executive participation