We are seeking a Partner Sales Manager - Content (Adobe & Sitecore) to join our team in the United States in a hybrid working mode, combining a strong new-business hunter mindset with channel-led growth to drive net-new revenue through new-logo acquisition and partner-sourced and partner-influenced opportunities across the Adobe and Sitecore ecosystems.
Responsibilities
Execute the commercial strategy and revenue plan for the assigned partners, translating 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, and establish clear commercial objectives and KPIs for each assigned partner
Carry a personal revenue target combining net-new logo revenue and partner-sourced or partner-influenced revenue, and build a high-quality pipeline through direct prospecting and joint or co-selling activities
Lead the entire sales lifecycle from prospecting through close, own individual opportunity qualification and progression through every stage, and negotiate final commercial terms
Develop strong working relationships with partner sales leaders, account executives and field teams, and create joint account plans for strategic clients
Execute the GTM plan as defined by GTM domain leads, own the commercial outcome of joint GTM activity, and create joint campaigns and field programs that generate measurable pipeline
Represent EPAM at partner events and conferences, follow up on meetings and leads, and work major partner events as pipeline opportunities with a target list and follow-up plan
Establish trusted relationships with senior commercial executives within assigned partners, and engage partner leadership to secure executive sponsorship for major opportunities
Identify applicable partner funding programs for each opportunity, ensure funding terms are reflected in commercial proposals, and track funding utilization and compliance
Collaborate closely with the Alliance / Partner Manager and GTM Domain Lead to convert healthy partner relationships into measurable commercial growth
Requirements
8+ years in IT sales or business development with proven success hunting and closing complex enterprise deals
Track record of generating revenue through strategic technology partnerships, with demonstrated experience carrying and beating a personal sales quota
Understanding of the content and experience platform landscape, including the Adobe content, MarTech and customer journey stack, Sitecore, and Contentstack
Experience managing complex enterprise sales cycles end to end, along with experience working with major technology vendors and their field or channel organizations
Understanding of co-selling and partner-led sales models
Experience engaging and influencing C-suite and senior commercial executives
Strong commercial, negotiation and influencing skills
Ability to operate effectively across global, matrixed organizations
Willingness 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 Adobe field executives (RVPs, AEs, ADs, PSMs) or the Sitecore equivalents
Experience influencing ecosystem partnerships across regions
Experience selling DAM, content operations or content supply chain services
We offer
Medical, Dental and Vision Insurance (Subsidized)
Health Savings Account
Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
Short-Term and Long-Term Disability (Company Provided)
Life and AD&D Insurance (Company Provided)
Employee Assistance Program
Unlimited access to LinkedIn learning solutions
Matched 401(k) Retirement Savings Plan
Paid Time Off - the employee will be eligible to accrue 15-25 paid days, depending on specific level and tenure with EPAM (accrual eligibility may change over time)
Paid Holidays - nine (9) total per year
Legal Plan and Identity Theft Protection
Accident Insurance
Employee Discounts
Pet Insurance
Employee Stock Purchase Program
If otherwise eligible, participation in the discretionary annual bonus program
If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program
This Remote Position Cannot be Performed in New York City.
EPAM is a leading global provider of digital platform engineering and development services. We are committed to having a positive impact on our clients, our employees, and our communities. We embrace a dynamic and inclusive culture. Here you will collaborate with multi-national teams, contribute to a myriad of innovative projects that deliver the most creative and cutting-edge solutions, and have an opportunity to continuously learn and grow. No matter where you are located, you will join a dedicated, creative, and diverse community that will help you discover your fullest potential.Engineer the Future with a Career at EPAM (https://www.youtube.com/embed/NU_mnNITn2o?si=IiCxyQ4sr1YJWxDG)
This posting includes a good faith range of the salary EPAM would reasonably expect to pay the selected candidate. The range provided reflects base salary only. Individual compensation offers within the range are based on a variety of factors, including, but not limited to: geographic location, experience, credentials, education, training, the demand for the role; and overall business and labor market considerations. Most candidates are hired at a salary within the range disclosed. Salary range: $175,000-$200,000 USD. This position is also eligible for variable compensation incentives. In addition, the details highlighted in this job posting above are a general description of all other expected benefits and compensation for the position.
Applications will be accepted on a rolling basis.
In accordance with the LA County Fair Chance Ordinance, you may find a copy of the Notice containing a summary of the Ordinance's key provisions here: Concept FCO Posting 8 27 24 (lacounty.gov)
EPAM will not provide new H-1B visa sponsorship for this position. Candidates with existing transferable H-1B status may be considered.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
EPAM Systems, Inc. is an equal opportunity employer. We recognize the value of diversity and inclusion in creating success for our customers, business partners, shareholders, employees and communities. We are committed to recruiting, hiring, developing and promoting employees without discrimination. As a global employer, this commitment includes complying with all laws in the countries in which we operate. Nevertheless, we believe equal employment practices should not be limited to what the law requires. Equal opportunity and inclusion are essential to motivate, empower and recognize the best in everyone.
At EPAM, employment actions are based on individual qualifications, without regard to race, color, religion, creed, gender, pregnancy status, sexual orientation, gender identity, gender expression, marital or familial status, national origin, ancestry, genetics, age, disability status, veteran status, citizenship status when otherwise legally able to work, or any other characteristic protected by law.
