Senior Regional Partner Director

Camunda Services GmbH

Job Overview

Location

United States

Job Type

Full-time

Full Job Description

📋 Description

• We are looking for a Regional Partner Manager to own and grow our GSI and RSI partner ecosystem across North America.
• You will be the primary business owner for a portfolio of strategic partners — driving joint pipeline, co-selling motion, and partner-sourced revenue across your territory.
• This is a high-impact, cross-functional role sitting at the intersection of partner strategy and field execution.
• Partner Revenue & Pipeline
• Own partner-sourced and partner-involved ARR targets for your region
• Build and manage a healthy joint pipeline with assigned GSI/RSI partners, including Tech Alliances
• Drive deal registration discipline and ensure partner opportunities are accurately tracked and progressed in Salesforce
• Collaborate with Camunda AEs to co-sell and accelerate partner-influenced opportunities
• Partner Relationship Management
• Serve as the primary relationship owner for strategic regional partners
• Establish executive, practice, and field-level relationships within partner organizations
• Conduct regular business reviews (QBRs) to track performance against joint GTM plans
• Identify and resolve partner conflict, escalation, and co-investment gaps
• Go-to-Market Execution
• Develop and execute joint GTM plans aligned to partner-specific industry verticals and solution plays
• Coordinate partner enablement: certifications, deal support, demo readiness, and RFx participation
• Work with marketing to drive partner co-marketing programs, events, and demand generation
• Support partner delivery quality by connecting delivery teams with Camunda's technical and PS resources
• Program & Operations
• Maintain accurate partner data, deal registrations, and pipeline hygiene in Salesforce
• Contribute to partner tier assessments, capacity reviews, and coverage planning

🎯 Requirements

• 5–8+ years of partner sales, channel management, or alliance experience in B2B enterprise software
• Proven track record of meeting or exceeding partner-sourced revenue targets
• Experience working with large GSIs (e.g., Accenture, Cognizant, Deloitte, IBM, Capgemini) or regional SIs in a co-sell capacity
• Strong understanding of enterprise software sales cycles, deal mechanics, and pipeline management
• Fluency in Salesforce (pipeline tracking, deal registration, opportunity management)
• Excellent communication, executive presence, and cross-functional collaboration skills
• Ability to operate independently in a remote/distributed team environment

🏖️ Benefits

• Competitive, fair, and transparent compensation
• Flexible work arrangements, including remote work options
• Health and wellbeing benefits, including locally tailored healthcare and Modern Health for global mental wellbeing
• Financial security benefits, including retirement and pension plans and life and disability insurance
• Professional growth opportunities, including up to $/€/£1,000 per year for self-driven learning

📍 Location

• United States
• Remote work options available

Skills & Technologies

Senior

Remote

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Camunda Services GmbH

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About Camunda Services GmbH

Camunda provides open-source workflow and decision automation technology for developers to design, execute and improve business processes. The platform combines standards-based modeling with scalable runtime engines, supporting BPMN, DMN and CMMN. Founded in 2008, it serves organizations needing end-to-end process orchestration across human tasks, microservices and IoT, offering cloud and on-premise deployment options.

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