Partner Sales Manager
As the recognized global standard for project\-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values\-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one\-of\-a\-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.www.deltek.com
Business Summary
The Deltek Global Sales team has a passion for empowering project\-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.
Position Responsibilities
The Manager, Partner Sales is a player\-coach role at the heart of Deltek's partner\-led growth engine. You will lead a small team of Partner Sales Representatives, directly responsible for the revenue performance, pipeline health, and partner activation outcomes across EMEA/APAC.
This is not a pure management role. You will carry a team quota, run your own partner relationships, and model the behaviours you expect from your team: MEDDPICC\-disciplined forecasting, AI\-augmented selling, structured coaching, and tight CRM hygiene. You will own results while developing the people who deliver them.
You will be accountable for building a high\-performing, commercially oriented partner sales team that drives consistent, predictable revenue through Deltek’s partner ecosystem.
What You’ll Do
1\. Team Leadership \& Coaching
- Lead, coach, and develop a team of 5 Partner Sales Representatives
- Run weekly 1:1s with structured deal reviews, MEDDPICC qualification checks, and development conversations
- Build individual development plans tied to role competencies and career progression
- Create a team culture of accountability, commercial rigor, and continuous learning
- Own and deliver the team’s quarterly and annual revenue quota (Resell and Co\-sell)
- Maintain 3× pipeline coverage across Commit, Best Case, and Pipeline categories
- Run a weekly forecast call with your team
- Identify and close pipeline gaps early; proactively escalate risk and build recovery plans
- Co\-sell alongside your team on strategic deals, providing executive\-level support where needed
- Coach your team in driving quarterly business reviews (QBRs) with Top partners
- Execute GPA program workstreams including deal registration, co\-sell motions, and partner business plans
- Coordinate with Partner Enablement on training delivery, certification, and readiness milestones
- Model and mandate AI tool adoption across the team — for call prep, account research, competitive positioning, and follow\-up
- Use AI\-generated insights to inform coaching priorities, identify at\-risk partners, and surface white space
- Stay current on Deltek AI capabilities and equip your team to position them credibly with partners
- Continuously raise the floor on what “good” looks like when AI is integrated into the selling workflow
- Partner with Direct Sales to ensure partner\-sourced opportunities are properly co\-registered and progressed
- Work with Partner Marketing on campaign activation and field event follow\-through in your region
- Collaborate with Product and Alliances teams on partner feedback loops and roadmap input
- Ensure your team maintains full MEDDPICC field completion in Salesforce on all active deals
- Review and approve partner deal registrations and manage escalations within SLA
- Deliver a weekly team pipeline summary to GPA leadership with commentary on movement and risk
- Track partner performance KPIs and escalate underperformance before it becomes a revenue problem
What You’ll Bring
Required
- 5\+ years in partner sales, channel management, or indirect sales roles in SaaS or enterprise software
- 1–3 years of team leadership experience, including formal or informal people management
- Proven ability to build and manage partner pipelines at 3x\+ coverage and deliver against quota
- Strong MEDDPICC fluency — you use it to coach, not just score
- Hands\-on experience with AI tools in a sales or commercial context (prompt engineering, research automation, competitive intelligence)
- Proficiency in Salesforce CRM and a genuine bias for data discipline
- Strong communicator across levels — effective with partner executives, internal stakeholders, and your own team
- Experience in ERP, PSA, or project\-based software ecosystems
- Familiarity with Deltek products (Vantagepoint or Maconomy) or comparable platforms
- Exposure to A\&E, or professional services verticals
- Experience managing teams across multiple time zones or regions
- Formal channel sales training or partner program certifications
Sales
Position Type
FT
Travel Requirements
20%
Applicant Privacy Notice
*Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you (“Personal Data”) to administer and evaluate your application. We are the “controller” of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this* Employment Candidate Privacy Notice*. Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.*
Job Expires
27\-May\-2027
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