Principal, Regional Partner Programs

Description

We are looking for a Principal, Regional Partner Programs reporting to the Senior Director, Global Partner Programs in the Channel and Alliances organization. In this role, you will own the regional build, activation, and execution of priority partner programs and go-to-market initiatives. Working with regional leadership and global program owners, you will shape program design through regional insight, lead complex launches, and drive measurable adoption. As a senior individual contributor, you will exercise independent judgment and executive influence to drive hands-on ownership from problem definition through scale.

What You’ll Do (Role Expectations)

• Own Regional Program Priorities & Execution: Define and execute a regional roadmap aligned with global strategy. Partner with regional Channel and Sales leadership to prioritize target partners, sales plays, resources, and business outcomes. Exercise independent judgment to manage competing priorities and execution tradeoffs.
• Build & Adapt Partner Programs: Turn regional growth opportunities and field needs into business cases, partner offers, and program requirements. Work with global owners to design solutions, assess partner economics and downstream impacts, and lead pilots. Secure approval for changes to global program rules.
• Lead Launches Through Stabilization: Drive end-to-end regional delivery across commercial requirements, processes, systems, enablement, and communications. Resolve ownership gaps, validate that partners and internal teams can execute, and lead post-launch stabilization. Functional owners retain accountability for their deliverables and approvals.
• Drive Adoption & Business Outcomes: Mobilize regional teams to achieve agreed goals for partner participation, field productivity, and business contribution. Use performance data and field feedback to diagnose barriers, influence senior leaders, and drive corrective action when programs are not delivering.
• Improve & Scale Proven Programs: Reduce manual work and recurring exceptions, build reusable playbooks, and use regional results to influence global improvements. Work with global owners to scale successful approaches across regions. Transition established programs to named ongoing owners with clear processes, performance measures, and governance.

Who You Are (Success Profile)

• You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
• You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
• You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback-knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
• You are a learner. You have a true growth mindset and never stop developing yourself, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.

What We're Looking for (Minimum Qualifications)

• Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
• 10+ years of experience in partner programs, partner ecosystems, channel strategy, go-to-market execution, or business transformation
• Proven success independently leading complex partner programs from design through launch, adoption, and measurable business outcomes
• Strong understanding of multiple partner routes to market (reseller, MSSP, GSI, cloud, etc.) including partner economics and commercial models
• Demonstrated ability to influence senior leaders, resolve cross-functional tradeoffs, and translate ambiguous requirements into executable plans

What Will Make You Stand Out (Preferred Qualifications)

• Experience leveraging AI-driven predictive analytics or operational tools to optimize regional partner program performance, identify high-potential GTM routes, or automate partner enablement processes
• Experience in cybersecurity, enterprise software, SaaS, cloud, or another complex global B2B technology environment
• Proven track record of adapting global programs across multiple countries, leading pilots, creating repeatable playbooks, and using automation to scale successful regional approaches

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