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Partner Account Manager

Santa Clara

The Partner Account Manager has principal responsibility for delivering against the revenue goals for the partner/s and for Partner relationships. This role is the strategic interface between Software AG and their partners. Responsibilities include teaming with key partners and building out a business plan for the defined territory which will include target verticals and solutions, targeted revenue, enablement, joint lead generation and leading joint technology and services well as an action plan. The Partner Account Manager works closely with the global Partner teams and the broader sales organization to deliver their objectives.


Essential Job Functions


  • Recruit strategic business partners that are committed to building and executing winning go-to-market plans that build high growth Software AG practices.
  • Lead the development of a Partner business plan. Build a plan with Partners to generate demand and project opportunities. Identify opportunities to partner in awareness and demand generation activities, either directly with the Partners or in partnership with other vendors in collaboration with the Partner.
  • Ensure successful execution of the partner business plan. Develop and manage relationships across functional areas including sales, product/service development, marketing and business development, ensuring the integration of Software AG offerings with the go-to-market initiatives.
  • Develop, win and maintain partner revenue by selling and advocating Software AG solutions “to”, “through” and “with” Partners.
  • Plan and manage go-to-market initiatives with the assigned partners, as well as market and partner enablement activities together with other Software AG departments as required. Build and execute broad and deep enablement plans and strategies that drive adoption of Software AG products and solutions. Facilitate executive QBRs, joint executive alignment and other engagement activities.
  • Create an environment for Software AG success. Develop key Partner relationships, identify sponsors and nurture technical, alliance and sales relationships to ensure that Software AG is considered a critical strategic partner.
  • Evangelize Software AG products and solutions. Present and pitch to different teams and groups across the Partner organization to drive adoption, momentum and understanding of the Software AG capabilities.
  • Identify and advise direct account teams on new opportunities and facilitate reciprocal engagement with Partner client teams to leverage sales.
  • Work with Partner technical and commercial organizations, introduce, train and enable local sales and delivery teams. As necessary, take responsibility for developing required go-to-market collaterals.
  • Introduce and drive new opportunities with Software AG sales. Facilitate and manage engagement between the account teams from multiple organizations within a complex consortia environment.
  • Drive joint sales activities with re-sell partners.
  • Work with Software AG’s legal department to determine and negotiate the business terms & conditions for different types of partnering relationships.
  • Provide regular and accurate quarterly forecast to VP Partner Sales related to opportunities for the Partner accounts that he/she owns
  • Ensure that Partner information (Account and Opportunities) is accurately captured and updated in CRM system.


Skills and Experience:

  • Previous experience as a Partner Executive or Partner Manager, building, managing and leveraging key Partner relationships, closing high value contract negotiations in complex environments, ideally in the digital transformation, integration, and IoT space.
  • Proven ability to recognize, analyze, and act on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.
  • A great team player experienced in a matrix environment.
  • Experience and comfort level working with C- level executives at Fortune 500 companies and building relationships throughout organizations.
  • Experience of working with software field sales organizations - cross-functional influence, relationship building, and project management skills.
  • Strong business acumen and negotiation abilities.



BA/BS degree and familiarity with enterprise Digital Transformation Technology


We have an open-minded culture and many exciting projects where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere.

This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!

What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 14 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more


Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.
Click on the link to view the full EEO statement























Nearest Major Market: Washington DC

Job Segment: Account Manager, Business Development, Field Sales, Manager, Sales, Management