Job Description
Panaya is a leading SaaS company certified by SAP, Oracle, and Salesforce. Panaya provides an all-in-one platform for Smart Testing and Change Intelligence across ERP, CRM, and cloud applications. Leveraging AI-powered Test Automation, Test Management, and Impact Analysis, Panaya enables organizations to accelerate releases, reduce risk, and deliver high-quality software at scale. Since 2006, over 3,000 companies across 62 countries – including one-third of the Fortune 500 – have trusted Panaya to support their digital transformation initiatives. We are looking for a driven, results-oriented Partner Manager to join our US team. This role is ideal for someone with strong sales acumen, a partner-first mindset, and the ability to build and scale strategic relationships that drive revenue growth. Role Overview The Partner Manager is responsible for developing, managing, and expanding relationships with strategic partners (SIs, resellers, ISVs, and alliances) to drive net-new business and revenue growth. The role carries a direct revenue target and requires ownership of partner-driven pipeline creation and deal execution. Scope Reports to the VP Sales, Americas No direct reports; leads cross-functional virtual teams Owns a defined territory and partner ecosystem Works closely with Sales, Pre-Sales, Marketing, and Customer Success Responsible for building pipeline and closing deals aligned with quarterly and annual targets Key Responsibilities: Drive new logo acquisition and expansion revenue through partners Build and execute a partner strategy and business plan for the territory Develop and maintain executive-level relationships with partners and customers Enable and activate partners to generate pipeline and close deals Identify, recruit, and onboard new partners where needed Lead joint go-to-market initiatives and campaigns with partners and marketing Qualify opportunities and prioritize high-impact deals Collaborate internally to align resources and maximize deal success Maintain strong understanding of Panaya’s solutions, value proposition, and competitive positioning Track partner performance and continuously optimize engagement models Requirements: 8–10+ years of experience in enterprise software sales, including partner/channel sales Proven track record of meeting or exceeding revenue targets Strong experience selling complex SaaS solutions Experience working with SIs, resellers, and strategic alliances Deep understanding of enterprise IT environments (ERP/CRM – advantage) Strong business acumen, negotiation, and closing skills Ability to build executive relationships and influence stakeholders Self-driven, proactive, and results-oriented mindset Excellent organizational and account management skills Willingness to travel as needed