Director, US Partner Sales – Strategic Alliances

Role Overview

• Own and Deliver the Partner Revenue Business (Americas)
• Own the end-to-end partner revenue number across the Americas, including sourced and influenced pipeline
• Lead and develop a team of Partner Account Managers, setting a high bar for performance, accountability, and execution rigor
• Drive forecast accuracy, pipeline discipline, and deal progression, representing the partner business in executive forecast calls
• Ensure partners are fully embedded into sales motions and consistently contributing to closed revenue
• Build and Scale New Partner-Led Growth
• Identify and develop new revenue streams through partners beyond the existing baseline
• Create and scale repeatable go-to-market plays (industry solutions, use cases, partner-led offerings)
• Expand ABBYY’s footprint into new segments and accounts via partners
• Personally engage in strategic opportunities to accelerate large and high-impact deals
• Monetize Strategic Partnerships and the Ecosystem
• Own and grow executive relationships with global technology partners
• Translate strategic alliances into tangible pipeline, co-sell motions, and closed business
• Drive joint solutions and ecosystem plays that unlock new enterprise use cases and routes to market
• Act as the regional leader for ecosystem monetization, aligning closely with the Global Partnerships and Alliances team
• Lead Cross-Functional Execution
• Align Sales, Marketing, Product, and Partner functions around partner-driven growth priorities
• Ensure partners are effectively enabled, activated, and integrated into regional GTM strategies
• Provide market and partner insights to shape global programs, investments, and strategy
• Act as the central point of orchestration between global partnerships and regional execution

Requirements

• 10+ years of experience in channel sales, partner management, or alliances, with leadership responsibility
• Proven track record of driving revenue through partners in enterprise software (ideally Intelligent Automation, AI, RPA, IDP, or similar)
• Experience managing and scaling high-performing partner or account management teams
• Strong background in technology partnerships and alliances, with experience working with global players such as ServiceNow, IBM, or similar ecosystems
• Deep understanding of co-sell, sell-through, and ecosystem-led go-to-market models
• Experience owning forecasting, pipeline management, and revenue accountability
• Ability to operate in a matrix organization, influencing across regional and global stakeholders
• Executive presence with strong communication and negotiation skills
• Willingness to travel as needed
• Bachelor’s degree or equivalent experience.

Tech Stack

• RPA
• ServiceNow

Benefits

• Generous Paid Time Off: Three weeks of PTO, plus 15 paid holidays, floating holidays, and increased holiday allowance based on tenure
• Health Coverage: Medical, dental, and vision insurance
• Retirement Savings: 401(k) plan with up to a 4% employer match
• Wellness Support: Gym membership subsidy
• Family & Lifestyle Benefits: Pet insurance and a College Savings Plan
• Employee Support: Employee Assistance Program (EAP)