Overview:
SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you'll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter.
Responsibilities:
Job Summary
The Strategic Partner Executive is responsible for managing and growing high-impact strategic partnerships with a key MSP, distributor, and cloud ecosystem partners. This role acts as the executive quarterback across sales, marketing, delivery, and operations to ensure joint go-to-market execution, revenue growth, and a frictionless partner experience.
You will own the partnership, driving both top-line results and long-term strategic alignment through joint business planning, QBRs, partner governance, and field co-sell efforts. The ideal candidate will have extensive knowledge of the Microsoft ecosystem and the Cloud Service Provider (CSP) program. Travel expectation is 30%-35%.
SoftwareOne is hosting this posting as part of a shared recruiting platform. The successful candidate will be employed by Crayon.
Role & Responsibilities
Partner Relationship & Executive Management
* Act as the primary executive point of contact for one of our more strategic channel partners.
* Build and maintain strong relationships across sales leadership, alliance managers, marketing, and delivery organizations.
* Facilitate executive alignment through regular briefings, QBRs, and joint planning sessions.
* Serve as the escalation point for deal conflicts, operational issues, or joint execution blockers.
* Manage and collaborate with a team of resources established to help grow and enable the partnership.
Joint Business Planning & Growth
* Co-develop and execute joint business plans aligned to cloud consumption, services growth, and co-sell motions.
* Define and track shared KPIs using a joint partner scorecard (e.g., pipeline, consumption, GTM plays, services attach).
* Collaborate with partner sales teams to build joint GTM campaigns, launch new solution offerings, and accelerate adoption.
* Identify net-new revenue streams through marketplace programs, incentive funding, or new service lines.
Rules of Engagement & Governance
* Enforce and evolve the partner Rules of Engagement (ROE) framework to protect deal integrity and drive collaboration.
* Ensure deal registration, pipeline transparency, and conflict resolution processes are followed consistently.
* Align with internal sales teams to set clear partner engagement expectations and escalation paths.
Field & GTM Alignment
* Drive field engagement and co-sell execution between internal sales and partner sellers.
* Coordinate demand generation programs, marketing campaigns, and sales enablement.
* Track joint pipeline health, forecast accuracy, and deal velocity.
* Align with hyperscaler field teams (e.g., Microsoft, Amazon Web Services, Google Cloud) to maximize co-sell funding and visibility.
Strategic Insights & Reporting
* Provide executive-level reporting on partnership performance, risks, and growth opportunities.
* Monitor partner health through KPIs: pipeline growth, services attach rate, retention, NPS, and MDF utilization.
* Identify strategic sales plays, new solution areas, or partnership growth opportunities.
* Influence GTM strategy based on partner and industry insights.
Success Criteria
* Joint financial impact, revenue growth & cloud consumption
* Net-new logo acquisition through partner-sourced pipeline
* GTM plays launched and converted
* Customer retention and CSAT
* Compliance with ROE and deal protection standards
* QBR performance and executive alignment cadence
Organizational Alignment
* This role will be reporting to the Channel Sales Director.
What we offer
* Generous pay with bonus structure
* Independent environment without a lot of red tape where you are empowered to make decisions
* Substantial Crayon benefits package that includes:
* Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions and a Lifestyle Spending Account (LSA)
* Short & long-term disability
* 401k program with employer matching up to 4% of employee's contributions, with 100% vesting from day one
* Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
* Access to EAP and concierge services
* Abundant time off that includes paid holidays, and a flexible PTO policy.
* Learning and development opportunities galore
* Tuition reimbursement
* And much more!
* Winning culture, inclusive environment, and friendly people all over the world
* A remote-friendly organization, with colleagues working remotely either part or full-time
As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.
Qualifications:
What you offer
Required Qualifications
* 7+ years of experience in strategic partnerships, alliances, or channel leadership roles.
* Proven track record of driving joint revenue growth and co-sell motions with MSPs, ISVs, or cloud ecosystem partners.
* Deep understanding of Microsoft CSP
* Strong relationship management, negotiation, and executive presence skills.
* Ability to manage complex multi-stakeholder engagements with precision and diplomacy.
* Excellent communication, presentation, and strategic planning skills.
Preferred Qualifications
* Experience in a cloud distributor, hyperscaler, or MSP ecosystem leadership role.
* Familiarity with deal registration platforms, ROE frameworks, and joint scorecard execution.
* Comfortable with financial modeling, partner incentive programs, and performance reporting.
* Bachelor's degree in business, technology, or related field; MBA a plus.
The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Target compensation for this role will be $180K - $220K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates' qualifications, experience, education, and work location.
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