Partner Sales Manager

ABOUT APPLY DIGITAL

Apply Digital is a global digital transformation partner for change agents. Leveraging expertise that spans Business Transformation Strategy, Product Design & Development, Commerce, Platform Engineering, Data Intelligence, Change Management, and beyond, we enable our clients to modernize their organizations and deliver meaningful impact to the business and to their customers. Whether they are beginning, accelerating or optimizing, we help enterprise businesses implement composable tech as part of their digital transformation journey. We leverage our rich experience in building smart products and using AI tools to drive value. 

Our 650+ team members have helped transform global companies like Kraft Heinz, NFL, Moderna, Lululemon, Atlassian, Sony, American Express, and Harvard Business School. 

Apply Digital was founded in 2016 in Vancouver, Canada. In the past nine years, we have grown to nine cities across North America, South America, the UK, Europe. 

At Apply Digital, we believe in the “One Team” approach, where we operate within a ‘pod’ structure. Each pod brings together senior leadership, subject matter experts, and cross-functional skill sets, all working within a common tech and delivery framework. This structure is underpinned by well-oiled scrum and sprint cadences, keeping teams in step to release often and retrospectives to ensure we progress toward the desired outcomes. 

Wherever we work in the world, we envision Apply Digital as a safe, empowered, respectful and fun community for people, every single day. Together, we work to embody our SHAPE (smart, humble, active, positive, and excellent) values and make Apply Digital a space for our team to connect, grow, and support each other to make a difference. 

Visit our Careers page to learn how we can unlock your potential.

LOCATION: Apply Digital is hybrid/remote friendly. The preferred candidate should be based in Canada, working in hours that align to ET (Eastern Timezone) or PT (Pacific Timezone).

THE ROLE:

We are seeking a Partner Sales Manager to join our growing Business Development and Partner team! The ideal candidate will play an important role in building strong relationships with our technology partners to drive bilateral deal flow and enable partner success. This includes building a strong book of business with our existing strategic partnerships and emerging partners, identifying GTM growth opportunities, and informing operational efficiencies to scale. The candidate will also work cross-functionally across our organization.

RESPONSIBILITIES:

• Be a key member of the North America BD team, responsible for partnership sales. Work closely with, and as part of, the global partnership organization.
• Work with the partner sales teams to establish relationships, build trust, and conduct regular meetings to build an effective GTM motion with each partner.
• Develop and execute on sales and GTM motions as part of the annual partner plans.
• Ideate and test new sales plays & strategies with our BD team and the partner's sales team.
• Build, track, and manage partnership pipeline and reporting in the CRM.
• Identify improvements to the account mapping and sales process, and create new processes to help us scale.
• Act as the primary point of contact for the partner’s sales team; educate and guide Account Executives during the account mapping and qualification process for fit.
• Own team projects & initiatives that help us collaborate better and scale as a business.
• Champion partners internally and externally; become an expert in the partner’s business model, technology offerings, and market.
• Identify ways to reciprocate leads, driving bilateral deal flow.
• Build & deliver presentations to partners for educational purposes and on how we can grow joint opportunities.
• Collaborate with other departments to enable partner success (marketing, training, etc).
• Help signpost internally and externally when managing potential issues or escalations related to partner technology implementations.
• Understand and communicate market opportunities, trends, needs, and partner feedback to cross-functional teams.
• Work closely with internal departments like Finance and Legal.

REQUIREMENTS:

• Minimum of 5+ years in a partner management and/or sales role with a proven record of success.
• Experience taking partnerships from 0-100 (i.e., starting point to successful partnership) by driving net new & upsell/cross-sell revenue.
• Passion for continuously learning about modern technology, ideally with existing knowledge of composable and MACH technology, and an understanding of key opportunities and challenges related to transitioning from older legacy architectures to modern agile composable architectures.
• Comfortable with change, and enjoys working in a fast-paced work environment, in a fast-growing company.
• The role requires the ability to build strong relationships in a competitive environment. This individual must be a self-starter and problem-solver and willing to do the hard work.
• Collaborative working style, and enjoys working both independently and as a team.
• Enjoys the “test & learn” model to discover ways to improve and grow our partner ecosystem and the way we position our offer within that ecosystem.
• Experience working at a systems integrator, at a digital agency or SaaS company.

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