Sr. Partner Revenue Executive - Remote
New York
Sales & Marketing – Partner Sales & Alliances /
Full time /
Remote
About Highspot
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the Role
As a Senior Partner Revenue Executive (PRE), you will play a critical role in driving partner-influenced revenue, originating new opportunities, and aligning Highspot’s go-to-market strategy with key partners. Based in New York City, you will focus on building strong partner relationships, enabling our Partners’ field sales team, and delivering predictable pipeline growth.
What You'll Do
- Drive ARR Growth Through Partner Collaboration
- Develop and execute strategies to drive partner-influenced and originated revenue growth.
- Identify opportunities to align partner offerings with Highspot’s solutions to deliver value for customers.
- Collaborate with internal Sales teams (AEs, AMs, and ADRs) to drive engagement with partners and accelerate deals through the funnel.
- Pipeline and Forecast Management
- Lead weekly pipeline forecasting sessions, leveraging reports to identify opportunities where partners can drive value.
- Support field sales teams by identifying accounts that lack partner engagement and uncovering immediate areas of influence.
- Develop and maintain an active forecast report and ensure accurate tracking of partner-driven opportunities.
- Field Enablement and Training
- Serve as the expert on assigned partners’ business models, solutions, and growth plans.
- Create and deliver enablement programs, including training sessions and workshops, for internal teams to maximize partner value.
- Build clear resources, including call templates and partner playbooks, to ensure effective co-sell execution.
- Driving Pipeline via Salesforce
- Leverage a deep understanding of the Salesforce ecosystem to build and execute co-sell strategies with Salesforce.
- Identify and prioritize co-sell opportunities within Salesforce’s network, aligning Highspot’s offerings to Salesforce solutions.
- Collaborate with Salesforce Account Executives and Regional Vice Presidents to identify and engage shared customer accounts.
- Enable Highspot’s sales team with Salesforce-specific playbooks, training, and resources to optimize co-sell execution.
- Build strong relationships with Salesforce field teams, participating in joint customer meetings, pipeline reviews, quarterly business reviews, and strategic planning sessions.
- Stay informed on Salesforce programs, incentives, and go-to-market updates to ensure Highspot is leveraging the full potential of the partnership.
- Strategic Partner Engagement
- Co-sell with key partnerships, including AWS and Microsoft, driving co-sell alignment and ensuring engagement processes are streamlined.
- Support AWS marketplace integration by facilitating deal registrations, tracking progress in systems like Suger, and ensuring program compliance.
- Collaborate with partner managers to identify shared opportunities and ensure ongoing alignment.
- Optimize Partner Processes and Reporting
- Leverage tools like Salesforce, Highspot, and partner-specific platforms to track partner-influenced deals, co-sell submissions, and opportunity progress.
- Continuously improve partner reporting processes to ensure accurate visibility into partner-driven success metrics.
- Monitor and report on the success of partner initiatives, including pipeline growth, influence, and conversion rates.
Your Background
- 6+ years of experience in partner management, enterprise sales, or strategic alliances, with a strong record of driving revenue growth.
- Demonstrated success in building and nurturing strategic relationships with partners, customers, and internal stakeholders.
- Proven track record of achieving and exceeding measurable business targets, such as quota or ARR growth.
- Strong knowledge of partner go-to-market processes, including marketplace integrations, co-selling frameworks, and incentive programs.
- Deep understanding of Salesforce’s ecosystem, tools, and processes, including co-sell frameworks.
- Ability to manage forecasting, pipeline reporting, and opportunity tracking with high attention to detail.
- Exceptional communication and collaboration skills, including experience delivering executive-level presentations.
- Highly strategic thinker with the ability to identify growth opportunities while executing tactical plans.
- Experience working in a fast-paced, iterative environment requiring agility and prioritization.
- Proficiency with Salesforce, Highspot, and partner tools such as AWS ACE, Suger, and Microsoft Partner Central preferred.
- Bachelor’s degree in Business, Technology, or a related field; MBA is a plus.
This position is available either in-office or remote, as applicable, at the following locations:
- New York - Remote
Base salary range: $108,000 - $186,600. On Target Earnings (OTE) range: $180,000 - $311,000, 60.00% base/40.00% variable target OTE split. Employees are eligible to receive stock options and may also receive other forms of compensation.
The above represents total expected compensation for this role. Actual compensation will depend on various job-related factors, including, but not limited to, location, experience, and job qualifications.
Highspot also offers the following employee benefits for this position:
-Comprehensive medical, dental, vision, disability, and life benefits
-Health Savings Account (HSA) with employer contribution
-401(k) Matching with immediate vesting on employer match
-Flexible PTO
-8 paid holidays and 5 paid days for Annual Holiday Week
-Quarterly Recharge Fridays (paid days off for mental health recharge)
-18 weeks paid parental leave
-Access to Coaches and Therapists through Modern Health
-2 volunteer days per year
-Commuting benefits
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Equal Opportunity Statement
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of age, ancestry, citizenship, color, ethnicity, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or invisible disability status, political affiliation, veteran status, race, religion, or sexual orientation.
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