This is a remote position.
About the Role
The Senior Partner Sales Manager is responsible for accelerating revenue through Zoho’s partner ecosystem. This partner-first role is designed for someone who can build deep relationships, influence without authority, and drive partner-sourced and partner-influenced pipeline across assigned territories and accounts.
You will work closely with consulting partners, systems integrators, channel organizations to expand Zoho’s reach. This includes shaping joint go-to-market strategies, enabling partners to sell business outcomes (not just features), and supporting partner-led sales cycles to ensure growth across mid-market, and enterprise customers.
Zoho’s ability to scale efficiently across the U.S. relies on the strength of our partner ecosystem. This role ensures that partners are empowered, capable, and aligned to deliver high-value transformation outcomes—not just software implementations.
This is a remote U.S. position. Must be flexible to travel as needed to the Austin office.
What You’ll Do
Partner Revenue, Pipeline Ownership & GTM Execution
Own and expand partner-sourced and partner-influenced pipeline across assigned partners and territories.
Develop joint business plans, co-sell strategies, and integrated go-to-market (GTM) motions tailored to commercial, mid-market, and enterprise markets.
Support partner-led opportunities through deal strategy, pricing guidance, stakeholder coordination, and internal approvals.
Maintain strong forecasting discipline, pipeline hygiene, and consistent deal-registration compliance.
Lead partner-led sales calls, demos, executive briefings, and value-based conversations.
Ensure partners are fully enabled to position Zoho as a platform, not a point solution.
Partner Relationship Management & Territory Expansion
Serve as the primary Zoho point of contact for all assigned partners, driving engagement, accountability, and performance.
Build trusted, executive-level relationships across partner organizations, including sales, delivery, marketing, and leadership teams.
Conduct quarterly business reviews (QBRs), performance tracking, and continuous optimization of partner motions.
Identify and pursue partner expansion opportunities by region, vertical, solution area, and delivery capability.
Influence partner adoption of Zoho certifications, training tracks, enablement programs, and strategic initiatives.
Partner Enablement & Cross-Functional Collaboration
Onboard partners to Zoho’s product portfolio, GTM narrative, value proposition, and industry-specific use cases.
Collaborate closely with sales, pre-sales, engineering, support, and partner program teams to deliver a unified partner experience.
Provide structured field feedback that influences product direction, partner programs, enablement content, and platform opportunities.
Coordinate with legal, finance, operations, and security teams on partner-related agreements, deal structuring, and compliance needs.
What You’ll Need
6+ years of B2B sales experience, including partner, channel, alliances, or ecosystem sales.
Strong track record owning and driving partner-sourced or co-sell revenue.
Experience managing complex, multi-stakeholder sales cycles.
Background in SaaS, enterprise software, or platform sales with strong commercial instincts.
Demonstrated ability to influence partner decision-makers without formal authority.
Strong forecasting, pipeline management, and CRM discipline.
Ability to operate effectively in evolving, ambiguous environments with multiple stakeholders.
Partner-first mindset with strong business and financial acumen.
Ability to articulate value propositions, business outcomes, and ROI.
Executive-level communication and presentation skills (written, verbal, and live demos).
Strong collaboration skills; ability to align cross-functional teams around shared objectives.
High organizational discipline, prioritization skills, and comfort managing multiple partners simultaneously.
Preferred Experience
Experience selling into mid-market and enterprise accounts.
Experience working with systems integrators, VARs, GSIs, MSPs, or strategic alliances.
Familiarity with partner ecosystem development, enablement frameworks, and co-sell motions.
Compensation and Benefits
Base salary 110-140k | OTE 130-190k.
Permanent employees are offered competitive pay and a full suite of benefits, including medical, dental, and vision insurance as well as a company-sponsored 401k.
Zoho Corp. is an equal opportunity employer and is committed to providing a work environment free of discrimination on the basis of sex, race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, gender, gender identity, gender expression, age, sexual orientation, military status, veteran status, or any other basis protected by federal, state or local law.
Successful applicants undergo a standard background check and must demonstrate eligibility to work in the United States.
Please note: All official communication regarding this position will come exclusively from an @zohocorp.com email address. We will never contact candidates via personal messaging apps (WhatsApp, Telegram, Signal), Gmail, or third-party platforms for interviews or offers. If you receive outreach claiming to be from our company through any other channel, please disregard it and report it to [
[email protected]].
Zoho USA is an Equal Opportunity Employer and does not discriminate on the basis of race or ethnicity, religion, sex, national origin, age, veteran disability or genetic information or any other reason prohibited by law in employment.
