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About the Role

The Senior Partner Manager – Emerging Technology & Solutions is responsible for driving execution and alignment of identified partners against Insight’s GTM plays, with a focus on AI platforms, AI‑native ISVs, security partners, and select infrastructure partners. This senior role carries specific accountability for activating partners in the field, particularly those not formally managed but important to Insight’s technology and solution direction, by aligning them to GTM plays, enabling sales teams, and supporting customer opportunities.

Responsibilities

Manage a focused portfolio of partners, including identified emerging technology managed partners and non-managed partners important to Insight’s emerging technology and solution priorities.
Prioritize partners based on execution value, customer relevance, and solution fit.
Own Insight’s execution-oriented activities for identified partners tied to defined GTM plays around AI, security, and infrastructure solution motion.
Align assigned partners directly to active GTM plays, ensuring clear articulation of their role (foundational, enabling, differentiating).
Ensure partners are reflected in sales enablement and campaigns within the Partner Alliances × GTM operating model.
Translate GTM intent into practical, partner-specific execution guidance.
Actively support sales execution, especially for new, non-managed, or less familiar partners, by helping sellers position partners, supporting live opportunities, and removing friction.
Request and align partner marketing funds or investments to support GTM execution, acknowledging that some partners lack formal MDF or programs.
Translate partner capabilities into clear, seller-ready use cases aligned to GTM plays.
Ensure partner services do not conflict with Insight offerings and that sales teams know how to qualify and position opportunities.
Focus on practical application in customer environments, not theoretical solution design.
Ensure security partners are positioned as required components within relevant GTM plays.
Ensure infrastructure partners are aligned to AI and security workloads, positioned as solution foundations, and enable Insight with technical delivery capabilities.
Provide sales teams with clear guidance on when security and infrastructure partners are essential vs. optional.
Maintain a short, intentional list of partners actively aligned to GTM plays.
Drive partners from 'Interesting but inactive' to 'Actively used in execution'.
Recommend where Insight should increase execution focus, simplify partner overlap, and reduce low-impact noise for the field.
Engage partner teams to align on execution expectations, support for priority opportunities, and resolution of gaps impacting sales or delivery.
Act as a senior execution resource for Sales, Services, and GTM teams.

Requirements

This role is accountable for partner execution against GTM plays, not ownership of GTM or Sales enablement/Marketing strategy.
Explicitly Out of Scope: Ownership of GTM strategy or play definition, Campaign execution or marketing calendars.

Skills

AI platforms
AI-native ISVs
Security partners
Infrastructure partners
GTM plays
Sales enablement
Partner marketing
Solution design
Technical delivery capabilities

Experience Level

Senior

Salary/Compensations

85-90k base + bonus!