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Partner Sales Manager

Deltek, Inc. -
London

Job details

Full-time

Qualifications

Management
Sales
Salesforce
ERP systems
SaaS
AI
Channel management
Leadership
Communication skills

Full job description

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.www.deltek.com

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

Position Responsibilities

The Manager, Partner Sales is a player-coach role at the heart of Deltek's partner-led growth engine. You will lead a small team of Partner Sales Representatives, directly responsible for the revenue performance, pipeline health, and partner activation outcomes across EMEA/APAC.

This is not a pure management role. You will carry a team quota, run your own partner relationships, and model the behaviours you expect from your team: MEDDPICC-disciplined forecasting, AI-augmented selling, structured coaching, and tight CRM hygiene. You will own results while developing the people who deliver them.

You will be accountable for building a high-performing, commercially oriented partner sales team that drives consistent, predictable revenue through Deltek’s partner ecosystem.

What You’ll Do

1. Team Leadership & Coaching

Lead, coach, and develop a team of 5 Partner Sales Representatives

Run weekly 1:1s with structured deal reviews, MEDDPICC qualification checks, and development conversations

Build individual development plans tied to role competencies and career progression

Create a team culture of accountability, commercial rigor, and continuous learning

2. Revenue & Pipeline Ownership

Own and deliver the team’s quarterly and annual revenue quota (Resell and Co-sell)

Maintain 3× pipeline coverage across Commit, Best Case, and Pipeline categories

Run a weekly forecast call with your team

Identify and close pipeline gaps early; proactively escalate risk and build recovery plans

Co-sell alongside your team on strategic deals, providing executive-level support where needed

3. Program Execution

Coach your team in driving quarterly business reviews (QBRs) with Top partners

Execute GPA program workstreams including deal registration, co-sell motions, and partner business plans

Coordinate with Partner Enablement on training delivery, certification, and readiness milestones

4. AI-Powered Sales Leadership

Model and mandate AI tool adoption across the team — for call prep, account research, competitive positioning, and follow-up

Use AI-generated insights to inform coaching priorities, identify at-risk partners, and surface white space

Stay current on Deltek AI capabilities and equip your team to position them credibly with partners

Continuously raise the floor on what “good” looks like when AI is integrated into the selling workflow

5. Cross-Functional Collaboration

Partner with Direct Sales to ensure partner-sourced opportunities are properly co-registered and progressed

Work with Partner Marketing on campaign activation and field event follow-through in your region

Collaborate with Product and Alliances teams on partner feedback loops and roadmap input

6. CRM Discipline & Reporting

Ensure your team maintains full MEDDPICC field completion in Salesforce on all active deals

Review and approve partner deal registrations and manage escalations within SLA

Deliver a weekly team pipeline summary to GPA leadership with commentary on movement and risk

Track partner performance KPIs and escalate underperformance before it becomes a revenue problem

Qualifications

What You’ll Bring

Required

5+ years in partner sales, channel management, or indirect sales roles in SaaS or enterprise software

1–3 years of team leadership experience, including formal or informal people management

Proven ability to build and manage partner pipelines at 3x+ coverage and deliver against quota

Strong MEDDPICC fluency — you use it to coach, not just score

Hands-on experience with AI tools in a sales or commercial context (prompt engineering, research automation, competitive intelligence)

Proficiency in Salesforce CRM and a genuine bias for data discipline

Strong communicator across levels — effective with partner executives, internal stakeholders, and your own team

Preferred

Experience in ERP, PSA, or project-based software ecosystems

Familiarity with Deltek products (Vantagepoint or Maconomy) or comparable platforms

Exposure to A&E, or professional services verticals

Experience managing teams across multiple time zones or regions

Formal channel sales training or partner program certifications

Career Interests

Sales

Position Type

Travel Requirements

20%

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you (“Personal Data”) to administer and evaluate your application. We are the “controller” of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this Employment Candidate Privacy Notice. Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.

Job Expires

27-May-2027

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