Partner Account Sales Manager - Retail

About the Role

As a Partner Account Sales Manager for Retail Enterprise at PACE, you will play a hands-on, critical role in driving partner sales and consumption strategies, expanding ecosystem growth, and developing strategic alliances within our highest-impact retail and digital accounts.

In this role, you will support partner strategies that empower channel partners, System Integrators and Hyperscalers to accelerate ACV and customer success across the retail sector. You will leverage cutting-edge AI tools to streamline daily workflows, review partner data, and support partner go-to-market strategy creation.

Beyond revenue targets, culture is a vital pillar of this role. You will be expected to actively champion a supportive, inclusive, and growth-oriented team environment—fostering strong internal partnerships, driving a spirit of continuous learning, and embodying PACE’s core values in every partner interaction.

This position requires a strong blend of hands-on execution, retail industry acumen, culture-first leadership, and hands-on-engagement to build pipeline, drive software consumption, and deliver mutual value across our ecosystem.

Revenue Generation &

Partner Execution

• Pipeline Building: Own and exceed revenue and partner investment targets, pipeline creation goals, and co-sell metrics within assigned Retail Enterprise partner accounts.
• Co-Selling & Field Support: Actively engage with direct sales teams to identify new opportunities, co-sell, negotiate, and close deals. Collaborate closely with cross-functional teams including Alliances, Marketing, Product, and Customer Success.
• Hyperscaler & Alliance Growth: Drive joint GTM motions with Hyperscalers, regional partners, and specialized retail tech ecosystem partners.

Culture & Ecosystem Stewardship

• Championing Team Culture: Actively contribute to a positive, collaborative, and inclusive culture at PACE. Drive open communication, psychological safety, and mutual accountability across internal and partner-facing teams.
• Account Enablement: Cultivate strong, trusted relationships with partner account executives, practice leads, and technical representatives to keep PACE top-of-mind.
• Industry Alignment: Leverage domain knowledge of omnichannel retail, supply chain/logistics, e-commerce platforms, POS systems, and store operations to align partner solutions with end-client needs.
• Consumption Growth: Track post-sale partner engagement to ensure continuous software adoption, drive renewal rates, and maximize long-term consumption value for enterprise retail clients.

AI-Driven Operations & Enablement

• Workflow Automation: Utilize modern AI tools (generative AI, predictive CRM workflows, and data analytics) to streamline administrative processes, generate partner enablement collateral, and track pipeline metrics efficiently.
• Enablement Delivery & Upskilling: Coordinate and deliver partner enablement programs, joint marketing campaigns, and co-branded value propositions while encouraging AI literacy and continuous skill development across the ecosystem.

Cross-Functional Collaboration

• Operational Bridge: Serve as the primary point of contact between external partner teams and internal PACE Retail Sales, Product, and Customer Success groups to ensure seamless delivery and high customer satisfaction.
• Forecast Rigor: Maintain clean data, active pipeline reviews, and reliable forecasting within the CRM system.

Qualifications & Experience:

• Experience: 3–5+ years of experience in Partner Management, Channel Sales, Enterprise Software Sales, or Strategy Consulting.
• Culture-First Mindset: Demonstrated commitment to building inclusive, high-trust team environments. Known for empathy, integrity, transparency, and a strong sense of team accountability.
• Industry Domain Knowledge: Solid understanding of the enterprise retail technology landscape (e.g., e-commerce, supply chain, store systems, customer data platforms).
• Proven Track Record: Demonstrated success in meeting or exceeding indirect sales quotas, joint pipeline goals, and facilitating co-sell motions.
• AI & Technical Literacy: High comfort level with—and enthusiasm for—integrating AI tools (e.g., generative text tools, predictive forecasting, automated CRM workflows) into daily operations to increase efficiency.
• Ecosystem Understanding: Practical expertise in how SIs, MSPs, and Hyperscalers co-sell and deliver enterprise value.
• Collaborative Skills: Exceptional interpersonal, presentation, and negotiation skills, with a proven ability to build trust and rally cross-functional teams around a shared vision.
• Education: Bachelor’s degree in Business, Communications, or a related field (or equivalent practical experience).