Strategic Partner Executive

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.