Senior Partner Sales Manager, Enterprise West

Job description

WHY BOX NEEDS YOU We are seeking a Senior Partner Sales Manager / Regional Partner Manager to own the Box Enterprise West territory within our growing Partner Sales organization. This is a high-impact, territory-owning role responsible for driving partner-attached revenue growth across the Enterprise West region. You will be the dedicated Regional Partner Manager aligned to the Enterprise West pod — building the partner-attached pipeline, executing partner-attached deals end-to-end, and serving as the single point of accountability for partner motion across the territory. Box has two distinct partner-facing roles, and knowing the difference will help you understand exactly what you'd own in this position: PAMs (Partner Account Managers) are partner-facing. They own and develop the business around a specific partner — building the joint plan, the relationship, and the long-term motion with that partner. RPMs (Regional Partner Managers) are partner-agnostic. They execute partner-attached deals in their region or pod, working with whatever partner is on a given deal. RPMs are about deal execution, not partner development. The Enterprise West Senior Partner Sales Manager is a Regional Partner Sales Manager in every respect — a deal-execution role with full ownership of partner-attached outcomes for the territory. This is a deal-execution role, not a partner-development or operations role. WHAT YOU'LL DO Partner-Attached Deal Execution • Own and execute partner-attached deals across the Enterprise West territory, working alongside the in-region Enterprise sales team to drive opportunities to close. • Work partner-agnostically across resellers, distributors, SIs, cloud marketplaces, and strategic ISVs — matching the right partner motion to each deal in the West. • Drive deal progression by removing blockers, coordinating partner and field activity, and pushing opportunities through the sales cycle. • Manage end-of-quarter execution for the territory, including reseller transaction paths and deal logistics, to ensure deals land cleanly. Territory Ownership • Own the partner-attached number for the Box Enterprise West pod, with full accountability for pipeline build, deal progression, and close. • Develop and maintain a territory plan that aligns partner capacity to the priority accounts and opportunities in Enterprise West. • Build durable working rhythms with the Enterprise West AEs, RVP, and broader pod — embedded in the team's cadence, forecast, and QBRs. • Drive consistent partner-attached coverage across the territory, ensuring no priority opportunity goes uncovered. Sales Alignment & Co-Sell Execution • Work closely with Box's Enterprise West Account Executives and the West RVP to align partner motions to priority accounts and opportunities. • Serve as the Partner Subject Matter Expert (SME) to the West sales team on partner capabilities, programs, and deal structuring. • Drive joint account planning, opportunity mapping, and multi-touch engagement strategies with partners across the Enterprise West book. • Incorporate partners into deal cycles to enhance Box's value proposition. • Deliver regular pipeline reviews and partner performance updates to West sales leadership and Partner Sales leadership. Forecast Participation • Submit a weekly partner-attached forecast for the Enterprise West pod, following the standard partner forecast process (Commit / ML / Best Case, with deal-backed path to target). • Apply deal-level judgment on opportunities in the territory, including a clear view of what it takes to bring deals into the forecast. Cross-Functional Leadership • Partner with internal stakeholders including Marketing, Sales Operations, Deal Desk, Legal, and Product to support partner execution and scalability in the West. • Collaborate with partner solutions engineers, marketing, and enablement teams to support execution. • Ensure compliance with Box's partner policies and programs, and advocate for continuous improvement. Market Intelligence & Evangelism • Stay informed on industry trends, partner landscape, and competitor moves across the Enterprise West region. • Represent Box at partner events, industry conferences, and joint customer engagements in the West. WHO YOU ARE We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box. Required Skills • 5+ years of experience in partner sales, channel management, or enterprise sales within the SaaS or cloud ecosystem. • Proven track record of owning a territory and executing partner-attached deals in a channel, partner, or field sales environment. • Strong deal-management instincts and comfort driving opportunities to close and removing blockers. • Experience working across Box partner types (resellers, distributors, SIs, cloud marketplaces, ISVs) with a deep understanding of each. • Experience working with and through various vertical sales teams. • Clear communicator who builds credibility with stakeholders at all levels, both internally and externally. • Proficiency in Salesforce and comfort managing partner-attached pipeline. • Ownership of your number and territory end-to-end, with accountability to outcomes. • Based in the Box Enterprise West region, with a willingness to travel as needed (~25%). Preferred Skills • Prior RPM, channel sales, or partner-attached deal execution experience. • Familiarity with SaaS indirect sales motions and cloud marketplaces. • Established relationships with partners and customers across the Western US. • Familiarity with content management, security, collaboration, or digital transformation solutions. Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process. At