Location: Boston, Chicago, Austin or New York City
This role operates in a hybrid capacity and is based in either our offices in Chicago or Boston, or our hubs in New York or Austin.
Position Overview:
Showpad is a global leader in sales enablement, helping revenue teams deliver better buyer experiences and drive measurable business outcomes. Its platform connects content, training, coaching, and analytics to enable sales teams to perform at their best across the entire buyer journey.
Following Showpads recent merger with BigTinCan, the combined business is making a significant strategic investment in innovation, scale, and go-to-market execution. A core focus of this next phase is the accelerated use of AI-driven capabilities to enhance sales productivity, buyer engagement, and revenue intelligence for enterprise customers globally.
As part of this strategy, Showpad is deliberately investing in Strategic Partnerships and Channels as a key growth lever. Partnerships are central to extending market reach, accelerating international expansion, reducing customer acquisition costs, and embedding Showpad more deeply within the enterprise technology ecosystem. This includes the rollout of a reseller channel in France and the Nordics, followed by expansion into India, Japan, and additional priority markets, alongside the development of strong local and global strategic alliances.
This role sits at the heart of that investment and will play a pivotal part in shaping how Showpad scales its partner ecosystem globally in the years ahead.
Key Responsibilities:
- Channel & Reseller Strategy
- Design and own Showpads global reseller and channel strategy, aligned to overall GTM and revenue objectives
- Lead the launch of the reseller model in France and the Nordics in 2026, including:
- Partner identification, recruitment, and due diligence
- Commercial models (margins, incentives, certification requirements)
- Rules of engagement and co-sell motions
- Scale the reseller strategy into additional priority markets in 2027+
- Establish clear partner segmentation, performance expectations, and success metrics
- Local Strategic Partnerships (Referral-Led)
- Build and manage local strategic partnerships (referral and influence-based) to generate qualified pipeline
- Identify partners aligned to Showpads ICP, including:
- Systems integrators
- Digital transformation consultancies
- Industry specialists
- Define referral frameworks, attribution models, and incentive structures
- Partner closely with regional sales leadership to ensure tight execution and accountability
- Global Strategic Partnerships
- Own and grow global strategic partnerships with enterprise platforms and ecosystems
- Develop joint value propositions, GTM motions, and co-marketing initiatives
- Align product, sales, marketing, and executive stakeholders across both organisations
- Ensure partnerships translate into tangible pipeline, revenue, and market credibility
- Operating Model & Execution
- Build the end-to-end partnerships operating model, including:
- Partner onboarding and enablement
- Certification and training programs
- Deal registration and pipeline governance
- Performance tracking and reporting
- Work closely with Sales Ops and RevOps on CRM integration, attribution, and forecasting
- Establish clear KPIs across pipeline creation, win rates, CAC impact, and ARR contribution
- Leadership & Stakeholder Management
- Build and lead a high-performing partnerships team as the function scales
- Act as the executive point of accountability for partnerships with the leadership team and Board
- Partner closely with Sales, Marketing, Product, and Customer Success to ensure alignment and impact
- Represent Showpad externally with partners at executive and industry level
Experience & Qualifications
Required
- 10+ years experience in strategic partnerships, channels, or alliances within B2B SaaS or enterprise software
- Proven track record of building and scaling reseller or channel programs internationally
- Experience launching partnerships in EMEA and/or APAC markets
- Strong commercial acumen with deep understanding of SaaS GTM, sales cycles, and enterprise buying behaviour
- Experience working cross-functionally with Sales, Marketing, Product, and Operations
- Executive presence with the ability to influence internally and externally
Preferred
- Experience partnering with enterprise platforms or ecosystems
- Background in sales enablement, revenue technology, or adjacent enterprise SaaS categories
- Experience operating in private equity-backed or high-growth environments
- Prior experience presenting to Boards and executive leadership teams
Personal Attributes
