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Location: Sweden / Denmark

Department/Role Description:

The Regional Partner Account Manager (PAM) team manager (Director) will be responsible for developing and driving the execution of a comprehensive partner success strategy across the Northern Region ecosystem, focusing on regional sales objectives and partner ecosystem development. Success is achieved through leading a team of PAMs to execute strategic plans with Sales leadership while fostering an inclusive environment where partners master segment-specific market trends and effectively articulate Salesforce solutions.

This leader will establish standardized frameworks for partner engagement, ensuring consistent delivery of revenue-driving programs and customer value realization initiatives.

Through established governance models and systematic processes, the role drives partner-led growth while maintaining strong alignment between partner capabilities, industry solutions, and regional sales objectives. The position emphasizes building a culture of accountability, measurement, and continuous improvement across the partner ecosystem, with close collaboration with PSMs to create unified account strategies.

MAJOR RESPONSIBILITIES INCLUDE:

• Work with Sales leadership to develop joint partner strategies aligned with revenue, industry, and regional objectives

• Lead and develop a team of Partner Account Managers to achieve territory goals

• Drive execution of partner GTM plans and sales plays across assigned partners

• Review partner performance metrics and effectiveness with stakeholders

• Maintain comprehensive pipeline and dashboard reporting for executive leadership

• Ensure effective internal & external communication of ecosystem strategy

• Coordinate partner enablement and go-to-market activities

• This is not intended to be an exhaustive list of duties or responsibilities; other duties may be assigned as needed

Criteria for Success:

• Partner-sourced/influenced ACV achievement vs target

• Partner pipeline generation vs target

• Partner sales and delivery readiness metrics

• Partner strategy execution within business plans

• Joint account planning completion with strategic accounts

• Team performance and development

Requirements:

• 10+ years' experience in channel sales or partner management roles

• Prior sales leadership experience, with experience of managing partner-focused teams

• Experience with multiple partner types (GSIs, Agencies, Regional Partners)

• Strong executive presence and stakeholder management skills

• Demonstrated ability to drive revenue through partner relationships

• Strong analytical and organizational capabilities

• Deep understanding of SaaS/Cloud partner ecosystems

• Ability to operate effectively in complex, matrix organizations

• Fluent in English (written and spoken)

Work Experience Focus:

• Demonstrable success in partner organization leadership

• Track record of exceeding partner revenue targets

• Experience developing and executing partner GTM strategies

• Proven ability to build and maintain executive relationships

• Strong tolerance for ambiguity in fast-paced environments

Education and Qualifications:

• Bachelor's degree, or equivalent

• Advanced degree (MS/MBA) preferred but not critical

*LI-Y

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