Job Description

Head of Partner Sales

Job Category: Alliances & Partners

Location: US - Massachusetts - Remote

Meet Our Team:

The Pega Partner Ecosystem team drives strategic growth by building a robust Partner community, enabling Partners to be effective at selling and delivering Pega-based solutions, establishing effective go-to-market initiatives with Partners, and driving new client opportunities and sales collaboratively with Partners.

Picture Yourself at Pega:

In this role, you will be responsible for leading a global Partner Sales organization that consists of multiple regional Partner Sales teams (Americas, EMEA, and APJ). This includes establishing a strategic plan to grow the business and successfully deliver results against sales goals, as well as building and maintaining a high-performance sales organization through recruitment, development, and ongoing management especially developing and coaching the regional sales leaders. In addition, you will be responsible for effective operational management and sales excellence maintaining appropriate pipeline and accurately forecasting and reporting results across all global teams.

What You'll Do at Pega:

As the Global Partner Sales Leader, you'll be responsible for driving measurable business impact by building and enabling a high-performance Partner Sales organization. This includes:

• Recruit, hire, and develop a high-performance regional sales leads and teams
• Establish a full strategy for effective sales globally, ensuring that all regions have clear plans of execution to meet goals, maintain a high bar for the team for team performance, and meet annual organization targets
• Establish effective sales management practices to maintain sales excellence, including pipeline management, reporting cadences, and accurate forecast management
• Build deep relationships with sales leaders within Partner organization and maintain an effective network that supports enterprise sales
• Build deep relationships with Pega Sales Leaders and other field counterparts to ensure strong team collaboration
• Work closely with Partner Managers to understand Partner competencies and offerings, and maintain strong bidirectional communication to ensure a consistent Partner experience
• Be an active representative on the Partner Ecosystem Leadership Team, participating in planning, proactively driving organizational improvement, and demonstrating leadership in internal and external communities.

Who You Are:

You're a sales leader who understands the partner ecosystem, direct client selling, and indirect partner sales who can bring a unique combination of relationship-building skills and strategic deal orchestration:

• Experience developing and leading high-performance sales teams
• Deeply knowledgeable about partner capabilities, go-to-market strategies, and how to position partner solutions effectively to both sales teams and clients
• Equally fluent in client account dynamics, understanding business challenges, buying processes, and how to navigate complex organizational structures
• A natural collaborator who is considered a trusted leader in the sales organization, seamlessly integrating into regional sales operations and culture
• Strategically minded with the ability to identify where partner engagement can create the most value in pipeline development and deal acceleration
• Metrics-driven and accountable for tangible business outcomes, with a track record of delivering results in partner-led or co-selling environments
• Skilled at building relationships across organizational boundaries, working effectively with both external partners and internal Pega stakeholders

What You've Accomplished:

You bring demonstrated success leading sales teams that work effectively with Partners in an indirect sales model. You've built productive working relationships with technology or services partners, and you understand how to align partner capabilities with client needs to create compelling solutions. Your experience includes working closely with direct sales teams, and you've contributed to measurable pipeline generation and revenue delivery through partner engagement strategies.

Qualifications

• 15+ years of enterprise technology sales experience
• 10+ years leading sales teams and developing sales leaders
• Strong experience working in Global Systems Integrators and in indirect sales
• Strong Sales skills and business acumen
• Account planning and execution skills
• Ability to sell C-Level and across Product Development, IT, Sales, and Marketing
• Excellent interpersonal, communications, and people leadership skills.
• Ability to develop business cases and service requirements, while creating and managing strategic alliances.
• Consistent achievement of quota and revenue goals over time in varied circumstances

Pega Offers You:

• Cutting-Edge Innovation: Be part of a global leader in AI-powered decisioning and workflow automation, where your ideas drive real impact for Fortune 500 clients.
• Career Growth & Learning: Access world-class training, mentorship, and clear pathways for advancementgrow your skills and your career in a dynamic, supportive environment.
• Inclusive, Collaborative Culture: Join a diverse team that values fresh perspectives, teamwork, and open communicationyour voice matters here.
• Competitive Rewards: Enjoy a comprehensive compensation package, including performance bonuses, equity opportunities, and robust benefits tailored to your needs.
• Flexibility & Wellbeing: Thrive with flexible work arrangements, generous time-off, and programs that support your health, happiness, and work-life balance.

Additional Information

Base salary range for this role is 163,700 - 249,500 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.

The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.

Job ID: 22973

It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

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