Partner Sales Manager - Commerce
We are looking for a Partner Sales Manager - Commerce to join our team in the United States in a hybrid working mode. In this role, you will combine a strong new-business hunter mindset with channel-led growth. Your core responsibility is to carry a quota and deliver net-new revenue through new-logo acquisition and through partner-sourced and partner-influenced opportunities. You will cultivate senior executive relationships across the commerce partner ecosystem, co-create routes to market with them, and position EPAM as the partner of choice for large-scale digital transformation initiatives.
Req# 1069556194
Responsibilities
- Execute the commercial strategy and revenue plan for the assigned partners
- Translate the overall partner GTM strategy into clear sales priorities, revenue targets and pipeline objectives
- Develop joint sales plans with partners focused on priority industries, accounts, solutions and geographies
- Carry a personal revenue target combining net-new logo revenue and partner-sourced or partner-influenced revenue
- Build and maintain a high-quality pipeline through direct prospecting and joint or co-selling activities
- Lead the entire sales lifecycle from prospecting through close, owning each deal personally
- Position EPAM's partner-aligned capabilities and offerings in client pitches and handle partner-adjacent objections
- Develop strong working relationships with partner sales leaders, account executives and field teams
- Drive partner participation in strategic bids, proposals and client meetings
- Represent EPAM at partner events and conferences and follow up on meetings and leads generated
- Establish trusted relationships with senior commercial executives within the assigned partners
- Identify applicable partner funding programs for each opportunity and maximize funding to drive client value and commercial scale
Requirements
- 8+ years in IT sales or business development with proven success hunting and closing complex enterprise deals
- Showcase of generating revenue through strategic technology partnerships and a track record of carrying and beating a personal sales quota
- Understanding of the commerce platform landscape, including at least one of commercetools, Shopify, BigCommerce or Adobe Commerce at depth, along with the ability to speak to what makes a buying experience work from the customer side
- Background in managing complex enterprise sales cycles end to end
- Experience working with major technology vendors and their field or channel organizations
- Understanding of co-selling and partner-led sales models
- Skills in engaging and influencing C-suite and senior commercial executives
- Competency in commercial negotiation and influencing
- Capability to operate effectively across global, matrixed organizations
- Flexibility to travel to partner events, conferences and partner offices on a regular cadence
- Degree in business, technology, or a related field
Nice to have
- Existing network of field executives (RVPs, AEs, ADs, PSMs) at one or more of commercetools, Shopify, BigCommerce or Adobe Commerce
- Background in both B2C and B2B commerce, including composable and headless implementations
- Familiarity with the payments and checkout layer (Stripe, Adyen) and where it opens services work
- Experience influencing ecosystem partnerships across regions
