Director of Channel Partnerships

**Base salary range listed reflects fixed compensation. Additional variable compensation is tied to billable contribution and practice growth outcomes. This role requires occasional presence at our Rhode Island headquarters and on-site engagement with New England clients.For nearly 30 years, SQA Group has helped leaders build fortified data estates, apply advanced analytics and AI to unlock new pathways, and accelerate software engineering delivery. Our work sits at the intersection of data solutions, digital innovation, and software engineering—and we’re driven by a deep belief that even the most advanced technology must keep the human at the center.As we enter our next chapter of growth, we’re expanding our partner-channel motion and looking for a seasoned Partner Channel Sales Manager to help lead it. This high-visibility role sits at the center of SQA’s most strategic ecosystem relationships, driving partner-sourced pipeline and establishing SQA as the go-to delivery partner for data and AI engagements across our core partner network.Reporting to SQA Group’s Chief Data and Technology Officer, you’ll play a critical role in scaling our partner ecosystem—maintaining a partner-agnostic approach while building deeper, higher-impact relationships with a focused set of strategic partners.About the RoleThe Partner Channel Sales Manager will own and grow SQA Group’s relationships across a targeted portfolio of technology partners, with primary focus on IBM, Snowflake, and Microsoft. You’ll work closely with our technology leadership, partner marketing, and partner field sellers to identify joint opportunities, introduce SQA Group into active deals, and build trusted presence that keeps SQA top of mind when partners need a services team they can rely on.You'll be expected to proactively drive pipeline, co-sell alongside partner teams, and build the internal reputation and external credibility that turns partner relationships into sustainable revenue. The right person thrives in a fast-moving environment, is energized by ecosystem complexity, and knows how to navigate both the technical and commercial sides of a partner conversation.What You'll DoPipeline Development & Co-SellingIdentify and qualify joint opportunities with partner sellers, inserting SQA Group's capabilities into active partner engagements where services are requiredProactively introduce our firm to partner account teams working on data modernization, cloud migration, AI, and analytics initiativesHelp partners shape deals that include a services layer, ensuring SQA Group is scoped in early and positioned to winCoordinate with our solutions and delivery teams to support partner-led proposals, demos, and client conversationsOwn a revenue target (quota), with primary responsibility for partner-sourced and partner-co-sold services and software bookings; secondarily, drive direct B2B sales opportunities when partner routes are not available or optimalLeverage TD Synnex and other distribution channels to expand deal reach and co-selling motionPartner Relationship ManagementBuild and maintain regular cadences with partner sales leaders, alliance managers, and field-level sellers across your partner portfolioDevelop trusted relationships with partner account teams so that SQA is consistently positioned as the preferred services delivery partner for data and AI engagementsRepresent SQA Group at partner events, co-marketing sessions, and ecosystem strategy discussionsEstablish SQA Group's presence and mindshare within each partner organization, from field sellers up through leadershipEcosystem Growth & Market PositioningBuild our firm’s reputation as a trusted technical delivery partner within each ecosystem, ensuring proactive recommendations from partners to their clientsIdentify and pursue opportunities to deepen SQA Group's participation in partner programs, certifications, and go-to-market initiativesStay current on partner roadmaps, program changes, and field priorities to ensure SQA's messaging and positioning stays relevantProvide market intelligence back to SQA leadership to inform our practice and partnership strategyWhat Success Looks LikePipeline Creation: A consistent and growing flow of partner-sourced opportunities. SQA Group is a known and trusted services option within partner field teams.Revenue Contribution: Partner-sourced or partner-influenced services revenue, targeting $1.5M–$3M+ annually as the channel motion matures.Partner Mindshare: Partner teams are actively bringing SQA Group into deals without being prompted. You receive standing invitations to partner events, sales kick-offs, and strategy sessions.Market Positioning: SQA Group is recognized within the ecosystem as a go-to technical delivery partner, with partners proactively recommending us to their clients.Who You Are10+ years of experience in partner/channel sales, alliances, or business development — ideally within enterprise technology or consulting servicesDeep, hands-on experience working with one or more of our core partner ecosystems (IBM, Microsoft, Snowflake), including existing field-level relationships you can activate quicklyA background in consulting or professional services — you understand how services deals are structured, sold, and delivered, and can speak credibly to delivery capabilitiesEqually comfortable navigating technical conversations with data architects and commercial discussions with sales leaders and procurementA track record of building partner pipelines from scratch and converting ecosystem relationships into real revenueA collaborative, relationship-first approach — you know that trust is the currency of the partner world, and you invest accordinglyStrong organizational and communication skills; able to manage multiple partner relationships and deal cycles simultaneously without dropping the ball