Digital Partner Sales Manager

Genesys empowers organizations of all sizes to improve loyalty and business outcomes by creating the best experiences for their customers and employees. Through Genesys Cloud, the AI-powered Experience Orchestration platform, organizations can accelerate growth by delivering empathetic, personalized experiences at scale to drive customer loyalty, workforce engagement, efficiency and operational improvements.

We employ more than 6,000 people across the globe who embrace empathy and cultivate collaboration to succeed. And, while we offer great benefits and perks like larger tech companies, our employees have the independence to make a larger impact on the company and take ownership of their work. Join the team and create the future of customer experience together.

Location: Madrid Team: Channel & Alliances Type: Full-time Reports to: Director, Partner Sales South EMEA

Role Summary

The Digital-PSM manages a portfolio of 30–50 partners, driving pipeline, bookings and AI attach through an industrial, data-driven operating model — augmented by AI to increase efficiency by ~50%. You’ll standardize plays, automate routine work, and scale enablement so partners can source, progress and close opportunities faster.

Mission & Outcomes

· Pipeline: Achieve portfolio target (e.g., $X sourced and $Y influenced); ≥ $Z/week/partner creation velocity.

· Bookings: Meet or exceed portfolio bookings target with forecast accuracy ±10%.

· AI attach & expansion: Improve AI attach rate by +X pts and shorten cycle time by –Y%.

· Partner activation: ≥ 80% of named partners fully onboarded with current Joint Business Plan (JBP) and enablement complete.

· Operating excellence: ≥ 95% Salesforce/PRM data hygiene, ≥ 90% SLA on partner requests.

What You’ll Do

1) Run an industrial partner operating system

· Cadence: Daily hygiene nudges, weekly Pipe Pulse (clustered 20-min reviews), bi-weekly enablement webinars, monthly lite QBRs, quarterly QBRs with field.

· Scorecards: Maintain PRM/SFDC scorecards (pipeline, bookings, conversion, AI attach, activity).

· Close plans: Standardize mutual close plans, risk logs, exec summaries; drive next-best actions.

2) Enablement Factory (AI-assisted)

· Curate & condense existing assets into 5–7-minute micro-learnings and 60–90s explainers.

· Publish 2 enablement packs/month; run 1:many live sessions; track attendance, quiz scores, content NPS.

· Auto-enroll target roles via Eloqua; measure consumption-to-pipeline lift.

3) Territory & Account Mapping

· Auto-map partners by verticals/ICP/named accounts; refresh monthly using SFDC.

· Identify whitespace and co-sell routes; broker intros to field AEs/BDRs/CS.

· Track coverage ≥80% of target accounts; increase joint pursuits/quarter.

4) Pipegen OS

· Every Friday, generate a partner pipe pack (new opps, movement, aging, AI attach, next plays).

· Launch campaign-in-a-box with digital + field motions (webinars, events, ABM-lite).

· Activate BDR sequences for prioritized partners; monitor time-to-first-opportunity.

5) Bookings Machine

· Enforce mutual close plans, MEDDICC (or equivalent), exec alignment, and risk burndown.

· Conduct weekly forecast with RevIQ/analytics; drive deal economics (deal reg, promos).

· Post-mortems and pattern libraries to replicate wins, and learn from losses.

6) AI Augmentation (how you work faster)

· Use generative AI to draft playbooks, content outlines, emails, recaps, and QBR packs.

· Summarize partner call notes and produce next-best-action lists auto-pushed to SFDC tasks.

· Auto-build slides and dashboards from SFDC/PRM; run anomaly detection (stalled opps, low activity).

KPIs & Leading Indicators

· Pipeline: $ created/week/partner; creation rate; % partner-sourced; AI attach % on new opps.

· Velocity: Stage progression speed; aged opps >60d; time-to-first-opportunity.

· Win/Revenue: Win rate; ASP; cycle time; forecast accuracy; bookings vs. plan.

· Enablement: Attendance %, quiz pass %, content NPS, enablement→pipeline conversion.

· Coverage & Hygiene: % mapped accounts covered; SFDC/PRM completeness & freshness.

Qualifications

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