Principal Partner Account Manager
On-siteLondon, England, United Kingdom
Job Summary
Own the partner function in your territory with minimal direction, managing the full lifecycle of partner engagement across EMEA and APJ regions. Conduct market and partner analysis, recruit and onboard partners, and develop compelling value propositions tailored to these markets. Plan and execute joint go-to-market initiatives while aligning with field teams to track revenue impact locally. Define and evolve the partner strategy emphasizing inclusion, accessibility impact, and long-term commercial value. Collaborate across Sales, Partner Marketing, Global Operations, and Customer Success to ensure successful field execution and serve as a strategic thought partner with senior leadership.
Required Qualifications
- 10+ years of experience in SaaS
- at least 4 years in channel partnerships, alliances, or business development
- Experience managing and achieving sales targets or driving measurable revenue growth
- Strong commercial acumen and the ability to influence partner investment to drive mutual growth
- Excellent communication skills, able to explain technical and strategic concepts to diverse audiences, including executives
- Experience building partner strategies in fast-changing environments, including value-added resellers or consulting firms with agency or martech knowledge
- Comfortable contributing at both strategic and operational levels, adapting to the needs of the business
- Travel as needed
Desired Qualifications
- Direct experience in one or more complementary technology ecosystems, including Accessibility, Content Management, DXP, Marketing Automation, SEO, Commerce, Personalization, or Predictive Analytics
- Operates with a balance of vision, strategy, and execution, taking ownership of outcomes
- Builds credibility and trust with internal and external stakeholders
- Collaborative approach: Works seamlessly with account executives and sales teams, enhancing sales cycles rather than competing over deals
- Prior experience in mid-size SaaS companies (~$100–$250M ARR) and understanding agency dynamics is a plus
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