ZEDEDA
Senior Partner Business Manager
The Role
ZEDEDA makes edge computing effortless, open, and intrinsically secure - extending the cloud experience to the edge. ZEDEDA reduces the cost of managing and orchestrating distributed edge infrastructure and applications, while increasing visibility, security and control. ZEDEDA delivers a distributed, cloud-native edge management and orchestration solution, simplifying the security and remote management of edge infrastructure and applications at scale.
ZEDEDA ensures extensibility and flexibility by utilizing an open partner ecosystem with a robust app marketplace and leveraging an open architecture built on EVE-OS, from the Linux Foundation. With thousands of nodes under management and over twelve Global Fortune 500 companies relying on its award-winning solution, ZEDEDA has raised $127M in funding and is backed by world-class investors with teams in the US, Germany, and India. ZEDEDA delivers instant time to value, has thousands of nodes under management and is backed by world-class investors with teams in the US, Germany and India. For more information, visitwww.zededa.com
About the Role: Senior Partner Business Manager
We are seeking a highly motivated and experienced SeniorPartner Business Manager to lead our channel sales engagement in the Edge software and Edge computing ecosystem. This individual will be responsible for developing and managing strategic relationships with Value-Added Resellers (VARs), Managed Service Providers (MSPs), System Integrators (GSIs), Telco Service Providers (Telcos), and Industrial Service Providers, to drive revenue growth, market expansion, and partner success.
The ideal candidate possesses a deep understanding of cloud- and Edge cloud-based software solutions, a strong track record in partner sales and business development, and the ability to execute go-to-market (GTM) strategies that accelerate partner-led growth.
Key Responsibilities
- Partner Strategy & Business Development
- Develop and execute in your assigned territory a channel sales strategy to grow revenue through partners in the Edge computing software ecosystem.
- Identify, recruit, and enable strategic partners to expand the company’s footprint in target markets and in your assigned territory.
- Establish joint business plans with key partners, setting revenue targets, marketing initiatives, and sales enablement activities.
- Partner Engagement & Enablement
- Drive partner onboarding, training, and certification programs to ensure partners are equipped to sell and support our solutions.
- Collaborate with marketing to develop partner-specific campaigns, sales tools, and demand generation programs.
- Act as a trusted advisor to partners, providing insights into market trends, competitive positioning, and best practices.
- Sales Execution & Revenue Growth
- Manage the channel pipeline, tracking opportunities, forecasting sales, and ensuring revenue attainment through partners, in your assigned territory.
- Work closely with direct sales teams to ensure alignment between partner-led and direct sales motions.
- Negotiate commercial agreements and incentives to drive partner commitment and success.
- Cross-Functional Collaboration
- Partner with Product, Sales, and Marketing teams to shape channel strategies and enhance partner value propositions.
- Collaborate with Customer Success and Technical teams to ensure seamless partner support and customer satisfaction.
- Represent the company at industry events, partner summits, and conferences to strengthen relationships and market presence.
Qualifications
- 5-10 years of experience in channel sales, partner management, or business development within the IT software, cloud, Edge, or SaaS ecosystem.
- Proven experience driving partner-led revenue growth with VARs, MSPs, GSIs, and Service Providers.
- Deep understanding of cloud computing, Edge cloud computing, SaaS business models, and IT infrastructure solutions.
- Understanding of OT (Operations Technology) infrastructure solutions and ecosystem is a plus and a key differentiator.
- Strong negotiation skills with experience structuring and executing partner agreements and incentive programs.
- Ability to develop and execute GTM strategies in collaboration with sales and marketing teams.
- Excellent communication, presentation, and relationship-building skills.
- Comfortable working in a fast-paced, high-growth environment.
- Experience with CRM tools (Salesforce preferred) and partner management platforms.
Why Join Us?
- Innovative technology & market leadership in the Edge computing ecosystem.
- High-impact role with direct influence on company growth and partner success.
- Collaborative culture with opportunities for career development and advancement.
- Competitive compensation, benefits, and performance-based incentives.
Zededa’s main compensation philosophy is to provide you with the opportunity to progress as you grow and develop with the company. The base pay range is dependent on your skills, qualifications, experience and location for this role and will also include equity and benefits components to round out your total compensation.
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The Company
What We Do
ZEDEDA, the leader in edge orchestration, delivers visibility, control and security for the distributed edge, with the freedom of deploying and managing any app on any hardware at scale and connecting to any cloud or on-premises systems. Distributed edge solutions require a diverse mix of technologies and domain expertise and ZEDEDA enables customers with an open, vendor-agnostic orchestration framework that breaks down silos and provides the needed agility and future-proofing as they evolve their connected operations. Customers can now seamlessly orchestrate intelligent applications at the distributed edge to gain access to critical insights, make real-time decisions and maximize operational efficiency. ZEDEDA is a venture-backed Silicon Valley company, headquartered in San Jose, CA, with teams in India and Europe.
