Bothell, WA (Corporate)

Partner Manager

North America

Reports to: VP, America Sales

Position summary

The Partner Manager has dual responsibilities. On a Global basis, work interdepartmentally to refine the Partner strategy as appropriate, and lead the development of the Partner Program. The individual will work closely with Partner Managers Globally with dotted line oversight to develop the Partner Program.

The second aspect of the dual role responsibility is execution oriented within North America. The individual will drive Winshuttle software license sales into new and existing accounts by collaborating with Partners and Winshuttle’s direct sales team to create interest in the Winshuttle solution.   The Partner Manager will lead their Partners to prospect target accounts for new business as well as identify and qualify opportunities, develop and drive strategy.  The Partner Manager possesses an entrepreneurial, take-charge style and will bring a solid record of hitting/exceeding quota and managing partners.

About Winshuttle

Are you interested in working in a fun, collaborative environment, for an award winning workplace? Winshuttle is dedicated to fostering a culture of respect and innovation to support and empower employees' ambitions. We're constantly looking for entrepreneurs who aren't afraid to think outside the box, and don't take themselves too seriously. We embrace and support our employees who seek opportunities for continued learning, inspire others, and live and breathe our core PACT values. We have a work hard, play hard mentality; we're constantly evolving lean solutions for ERP business processes by day, and dominating on the frisbee golf course by night. Our strength and competitive advantage stems from our awesome employees, and we strive to create a balanced work life that is as inspiring and rewarding as life at home. Think you might be a great fit?

Essential functions and responsibilities

  • Exceed business goals through leadership and execution excellence;
  • Develop and evangelize a company-wide channel sales culture with high quality philosophy, policies and results;
  • Increase and drive the quality and quantity of the sales activity in the Partner sales team;
  • Expand existing channel partnerships and develop an aggressive action plan to meet or exceed quota on each partnership. Define and document the key strategies, tactics and success metrics;
  • Effectively balance independent indirect sales revenue with direct sales co-selling;
  • Effectively balance responsibility of developing the Partner Program and providing guidance on dotted line reports with exceeding goals in North America;
  • Work closely with Direct Sales to coordinate channel, market, and partner strategies and goals;
  • Continue to recruit effectively and drive the quality and performance of channel sales;
  • Implement strategic initiatives for revenue enhancement, working closely with Sales & Marketing;
  • Develop and Manage sales forecasts and detailed sales plans in line with set targets and annual budgets;
  • Develop strategic sales plan including execution plans and partner account plans;
  • Define partner enablement and readiness activities;
  • Keep current and update to date on products and solutions.

Desired behaviors

  • Facilitates change – encourages continuous improvement of work practices and processes
  • Drives execution – engages and enthuse team by cascading departmental goals into individual goals. Sets high performance standards, sets clear expectations, solves problems, provides task clarity and sets boundaries.
  • Manages the team – holds team accountable, utilizes straight talk and takes corrective actions to ensure compliance and fair treatment, provides rewards and recognition.
  • Keeps the team focused and motivated – facilitate timely decision making, knows when to escalate, provides timely feedback and regular communication.
  • Technically proficient – knows own role and has a solid familiarity with team member’s roles and tasks.
  • Uses the full capabilities of the team – understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develops and coaches so team can reach full potential.
  • Over communicates – hosts team communication (1:1`s and team meetings), cascades important and need to know information.
  • Involves employees in decision making – encourages them to communicate their ideas and proposed solutions.
  • Manages collaboratively – Foster teamwork, empowers and trusts employees to deliver, delegates appropriately.
  • Displays ethical character and competence – gains trust by acting with integrity and intent.
  • Is a role model – displays high levels of commitment and energy, role models our PACT values, sets high standards of behavior.  Influence others positively, act as a good citizen of Winshuttle.


  • Proven ability to create a strategic sales plan, prioritize, and manage time around that plan;
  • Possess analytical skill set, strong presentation skills, and ability to interact with any level within an organization;
  • Must be comfortable selling technical software solutions to various business groups within an organization including; finance, human resources, sales and distribution, and information technology;
  • SAP (or other ERP) knowledge/experience a plus;
  • High proficiency with Microsoft Excel, Access, Word, Outlook, and PowerPoint preferred.


  • 10+ years successfully in enterprise software sales;
  • Proven success building revenue streams through in-direct partners;
  • Proven track record developing Partner Programs;
  • Track record of sales at a high level of achievement and helping team to achieve quota;
  • Practical or consultative experience with SAP (any modules) preferred;
  • Sell using a “solutions-oriented” approach that uses consultative sales techniques;
  • Work under pressure of quota and adapt to a changing environment.

This job posting does not imply that these are the only duties to be performed. Employees occupying this position will be required to follow any other-related instructions and to perform any other job related duties requested by their supervisor. To perform this job successfully, an individual must be able to perform each essential duty and meet the physical requirements satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.