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About the Role

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 3+ 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%).
• 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.

Skills

• AI-first approach
• Growth mindset
• Leveraging AI for decision making
• Partner sales
• Channel management
• Enterprise sales
• SaaS
• Cloud ecosystem
• Territory ownership
• Partner-attached deals
• Deal management
• Reseller management
• Distributor management
• SI management
• Cloud marketplace management
• ISV management
• Vertical sales
• Executive presence
• Stakeholder influence
• Salesforce
• Pipeline management
• Accountability
• Travel readiness
• Indirect sales motions
• Relationship building
• Content management
• Security solutions
• Collaboration solutions
• Digital transformation solutions

Location

• Enterprise West region

Work Type

• Hybrid (minimum 3 days per week in office)

Experience Level

• Manager II

Salary/Compensations

• $151,000—$188,500 USD

Benefits

• Equity
• Benefits
• Perks

About the Company

• 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.
• Content powers how we work.
• 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.

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.
• 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.
• 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.
• For details on how we protect your information when you apply, please see our Personnel Privacy Notice.
• If you are a California-resident, please read our California Applicant & Candidate Privacy Notice here.
• 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.
• In accordance with OFCCP compliance, here is the Pay Transparency Provision.