Manager, North America Partner Sales

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values‑driven environment, where every employee feels included and empowered to do their best work.

Our employees put our core values into action daily, creating a one‑of‑a‑kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.

The Deltek Global Sales team has a passion for empowering project‑based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

As Manager, North America Partner Sales
, you will lead Deltek’s Professional Services partner strategy across the U.S. and Canada, driving measurable growth through a high‑performing ecosystem of authorised services partners. This role is pivotal in achieving revenue targets, optimising forecasting accuracy, and ensuring seamless execution across partner enablement, deal governance, and commercial negotiations. Success requires a metrics‑driven mindset, exceptional cross‑functional collaboration, and a commitment to embedding AI‑first practices into every aspect of partner engagement and operational excellence.

• Own quarterly and annual bookings targets for NA PS via partners, ensuring disciplined pipeline management and accurate forecasting.
• Drive rigorous deal inspection and approval workflows, collaborating with Finance and Sales leadership to maintain commercial integrity and prepare executive‑ready escalations.
• Lead annual and quarterly partner planning sessions and QBRs, translating insights into actionable strategies that deliver tangible results.

• Coach, develop, and performance‑manage a team of NA PS Partner Managers, fostering a culture of accountability and continuous improvement.
• Ensure partners adhere to rules of engagement, maintain CRM hygiene, and submit timely deal registrations to maximise pipeline health.
• Collaborate with GPA Enablement & Marketing to execute MDF strategies, campaigns, and webinars, ensuring activities are tied to measurable outcomes.

• Partner with Product & Cloud teams to translate roadmap developments into actionable partner selling motions, particularly around ERP migrations and integrations.
• Engage Professional Services leadership to resolve delivery challenges, accelerate time‑to‑value, and safeguard customer satisfaction through strategic partner recommendations.

• Champion AI‑driven insights for forecasting, pipeline inspection, and partner performance analytics to enhance decision‑making and efficiency.
• Maintain a disciplined rhythm of business through structured 1:1s, waterfall reviews, and QBRs, ensuring clarity of decisions and follow‑ups.

• Proven Expertise: 5–10+ years in channel/partner sales within enterprise software or SaaS, with a strong track record of managing quota‑carrying partner teams.
• Commercial Acumen:
  Deep knowledge of deal governance, discounting, renewal strategies, and executive‑level negotiations.
• ERP Focus:
  Experience driving partner motions in ERP or project‑based industries, with the ability to translate technical roadmaps into sales strategies.
• Operational Rigour:
  Mastery of forecasting, pipeline inspection, Q  facilitation, and MDF execution, underpinned by data‑driven decision‑making.
• AI-First Mindset:
  Comfort leveraging AI tools and analytics to…