Description
As a Partner Account Sales Manager for Retail Enterprise at PACE, you will play a hands-on, critical role in driving partner sales and consumption strategies, expanding ecosystem growth, and developing strategic alliances within our highest-impact retail and digital accounts.
In this role, you will support partner strategies that empower channel partners, System Integrators and Hyperscalers to accelerate ACV and customer success across the retail sector. You will leverage cutting-edge AI tools to streamline daily workflows, review partner data, and support partner go-to-market strategy creation.
Beyond revenue targets, culture is a vital pillar of this role. You will be expected to actively champion a supportive, inclusive, and growth-oriented team environment,fostering strong internal partnerships, driving a spirit of continuous learning, and embodying PACE’s core values in every partner interaction.
Key Responsibilities
Revenue Generation & Partner Execution
- Own and exceed revenue and partner investment targets, pipeline creation goals, and co-sell metrics within assigned Retail Enterprise partner accounts.
- Actively engage with direct sales teams to identify new opportunities, co-sell, negotiate, and close deals. Collaborate closely with cross-functional teams including Alliances, Marketing, Product, and Customer Success.
- Drive joint GTM motions with Hyperscalers, regional partners, and specialized retail tech ecosystem partners.
Culture & Ecosystem Stewardship
- Actively contribute to a positive, collaborative, and inclusive culture at PACE. Drive open communication, psychological safety, and mutual accountability across internal and partner-facing teams.
- Cultivate strong, trusted relationships with partner account executives, practice leads, and technical representatives to keep PACE top-of-mind.
- Leverage domain knowledge of omnichannel retail, supply chain/logistics, e-commerce platforms, POS systems, and store operations to align partner solutions with end-client needs.
- Track post-sale partner engagement to ensure continuous software adoption, drive renewal rates, and maximize long-term consumption value for enterprise retail clients.
AI-Driven Operations & Enablement
- Utilize modern AI tools (generative AI, predictive CRM workflows, and data analytics) to streamline administrative processes, generate partner enablement collateral, and track pipeline metrics efficiently.
- Coordinate and deliver partner enablement programs, joint marketing campaigns, and co-branded value propositions while encouraging AI literacy and continuous skill development across the ecosystem.
Cross-Functional Collaboration
- Serve as the primary point of contact between external partner teams and internal PACE Retail Sales, Product, and Customer Success groups to ensure seamless delivery and high customer satisfaction.
- Maintain clean data, active pipeline reviews, and reliable forecasting within the CRM system.
Qualifications & Experience:
- 3–5+ years of experience in Partner Management, Channel Sales, Enterprise Software Sales, or Strategy Consulting.
- Demonstrated commitment to building inclusive, high-trust team environments. Known for empathy, integrity, transparency, and a strong sense of team accountability.
- Solid understanding of the enterprise retail technology landscape (e.g., e-commerce, supply chain, store systems, customer data platforms).
- Demonstrated success in meeting or exceeding indirect sales quotas, joint pipeline goals, and facilitating co-sell motions.
- High comfort level with,and enthusiasm for,integrating AI tools (e.g., generative text tools, predictive forecasting, automated CRM workflows) into daily operations to increase efficiency.
- Practical expertise in how SIs, MSPs, and Hyperscalers co-sell and deliver enterprise value.
- Exceptional interpersonal, presentation, and negotiation skills, with a proven ability to build trust and rally cross-functional teams around a shared vision.
- Bachelor’s degree in Business, Communications, or a related field (or equivalent practical experience).
The typical base salary range for this position is $131,460 - $225,470 annually. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $144,550 - $248,010 per year.