Senior Partner Sales Manager

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BlueCat is an equal opportunity employer committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

Position Overview

The Senior Partner Sales Manager (PSM) is a strategic and visible role responsible for driving incremental channel pipeline and closed‑won bookings originated by partners for our Observability portfolio (LiveAction). Chanel partners include VARs, MSPs, Distributors, and technology partners. The Senior PSM will be a hands‑on driver for new business by building out and managing the day‑to‑day channel. Working cross‑functionally and closely with direct sales in a fast pace/fast growth environment, you will have the opportunity to thrive and significantly impact the overall business.

Job Responsibilities

• Drive Partner Sourced New Logo (PSNL) sales through focused Partners (resellers, MSPs). Work closely and support the BlueCat sales team who will lead the sales process for each opportunity by ensuring co‑sell support by partners.
• Identify, recruit, and enable strategic partner targets (VARs, MSPS) with a primary focus on UK.
• Drive and grow qualified Deal Registration by leveraging account mapping, enablement, and highly curated field marketing events with partners to deliver pipeline growth within your region.
• Develop strong selling relationships and be viewed as the “Trusted Advisor” with focused BlueCat Partners including forging strategic executive level partner relationships.
• Own and drive the regional alliance partnerships with Keysight, Gigamon, and Cisco.
• Forge deep relationships with regional distributors and create joint go‑to‑market motions that drives regional business expansion.
• Work with the EMEA channel team to find synergies across partners that drive Observability business.
• Work cross functionally, across internal BlueCat teams to ensure Partner growth and overall success.
• Drive enablement for assigned partners around product (Sales and Technical), best practices, and marketing.
• Build and implement growth plans and support QBRs for focused Partners.
• Provide insight to leadership into Partner Pipeline, Deal Registrations and open opportunities.
• Align and work closely with regional Sales leaders/teams to support partner sourced deals from pipeline creation through closure.
• Hit and surpass quarterly quotas and qualified lead targets.

Organizational Alignment

Reports to Sr. Director of Channel, EMEA

Qualifications

• Must reside in UK
• Minimum of 5+ years of in‑region channel experience in Enterprise software or technology networking/security company. Prior experience supporting a‑2 tier reseller model preferred
• Experience in Network Observability/Network Performance Monitoring/Packet Capture (NetScout, Riverbed, SolarWinds, ExtraHop…)
• Proven forecasting skills and proven ability to exceed quota
• Excellent communication skills, both written and verbal
• Ability to multi‑task, prioritize and coordinate tasks to meet multiple deadlines
• Skilled in pipeline development, territory planning, and strategic partner management
• Proven ability to work in a collaborative, cross‑functional environment
• 50% travel is expected
• Experience in Salesforce

Benefits

Our comprehensive benefits encompass your health, financial well‑being, and overall wellness, and we are committed to providing an exceptional work environment, enriching employee programs, and fostering a remarkable company culture. At our core, we champion values such as transparency, curiosity, respect, and above all, the pursuit of enjoyment.

In addition, we offer a range of appealing perks, including:

• A Professional Development Budget
• Dedicated Wellness Days and Wellness Week
• A Lifestyle Spending Account
• An Employee Recognition Program

Seniority level

Mid‑Senior level

Employment type

Full‑time

Job function

Sales and Management

Industries

Software Development, IT Services and IT Consulting, and Computer and Network Security

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