Overview
The OU Partner Sales Lead is the dedicated OU aligned voice of EPS and partners inside an Enterprise Operating Unit OU, and the voice of the OU back inside EPS. The primary focus of the role is to ensure that partner is embedded into the strategy, and execution plans of the OU to accelerate revenue with partners. The role ensures key EPS initiatives land effectively in the OU, that the OU can seamlessly navigate EPS to drive partner-led business outcomes, and that EPS programs and motions are shaped by real OU feedback.
Responsibilities
Pillar 1 — Pipeline & Co-Sell 60%Drive high-value inbound pipeline Stages 1–3 at the opportunity level, in partnership with ATU and STU.
Reinforce activation and action on inbound pipeline from partners across ATU, STU, and CSU teams and opportunity for partner acceleration, renewals, or sub-industry motions for NNR.
Craft the right sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, while driving strategic Marketplace deals and enabling sellers to execute independently at scale.
Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue.
Land ACME co-selling motions with the OU and ensure follow-through on opportunities discussed from both seller and partner sides ACME is owned/run by the GTM team; the Sales Lead ensures the right partners and sellers are chosen and that follow-through happens.
Serve as the OU’s point of contact for Co-Sell Days.
Pillar 2 — OU-Partner Strategy & Planning 30%Revitalize partner as a first-class objective in OU planning and strategic account planning not a bolt-on.
Align partner inputs and mapping to OU customer and territory planning.
Apply an OU relevance filter to EPS initiatives before they hit the field.
Inform OU considerations into EPS planning cycles.
Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.
Pillar 3 — ROB & EPS Navigation 10%Serve as the primary EPS presence in the OU’s Rhythms of Business — take part at the leader level in MBRs, forecast calls, and pipeline reviews to represent partner contribution and partner with the OU LT to increase partner engagement.
Participate in 1–2 RevOps meetings per month for the OU to represent partner contribution and share relevant EPS programs and levers.
Operate as a bidirectional translator EPS ↔ OU: surface field feedback and blockers back to EPS leadership to inform strategy and program design.
Critical Indicators of SuccessPartner-shared Stage 2 → Stage 3 pipeline velocity in the assigned OU.
Partner contribution % and trending within the OU.
Marketplace Billed Sales and trending within the OU.
Net new revenue opportunities generated with partners within the OU.
Inbound co-sell pipeline coverage and conversion Stages 1–3.
Feedback from OU LT on the Sales Lead’s contribution
