Senior Partner Sales Manager, Enterprise West

Job description

**WHAT IS BOX?** Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia. By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift. **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. It’s worth being precise about the distinction between our two partner-facing roles, because they are different jobs: - **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 an 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: remove blockers, coordinate partner and field activity, and push 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. - Act 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. - Influence and support deal cycles by incorporating partners 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 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: comfortable driving opportunities to close and removing blockers. - Experience working across the Box partner types (resellers, distributors, SIs, cloud marketplaces, ISVs) with a deep understanding of them. - Experience working with and through various vertical sales teams. - Strong executive presence and ability to influence stakeholders at all levels (internal and external). - Salesforce proficiency and comfort with partner-attached pipeline. - Self-directed and accountable - comfortable owning a number and a territory end-to-end. - Based in the Box Enterprise West region, with the ability 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 Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in.If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply! **EQUAL OPPORTUNITY** We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and ‎‎independence of people with disabilities and is committed to giving them the same ‎‎opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience. Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete [this form](https://forms.gle/5W2F6Pe3PsZNsKYp9). Reasonable accommodations may include scheduling adjustments, document dictation and beyond. Notice to applicants in Los Angeles: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance. The Fair Chance Ordinance is provided [here](https://bca.lacity.org/fair-chance). Notice to applicants in San Francisco: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance. The Fair Chance Ordinance is provided [here](https://sfgov.org/olse/sites/default/files/FCO%20poster2020.pdf). For details on how we protect your information when you apply, please see our [Personnel Privacy Notice.](https://cloud.app.box.com/v/BoxPersonnelPrivacyNotice) If you are a California-resident, please read our California Applicant & Candidate Privacy Notice [here](https://cloud.box.com/s/uf7c4w970ds5gpt1dufdk5bw49oym849). *Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as: knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. *For more information**, check out our [benefits and perks](https://cloud.app.box.com/file/680236394456?s=3u38zhdv4gac9h0j7lmumm7arbe14yqa).** **In accordance with OFCCP compliance, here is the [Pay Transparency Provision](https://cloud.box.com/s/sv4dcjqb4tfyfc456rltlucuedth4aln).** San Francisco Pay Range $192,500—$240,500 USD