Partner Presales Technical Director

Technical PreSales Manager – Channel Partners. As part of the Americas PreSales management team, leads a team of technical and business development resources dedicated to the Channel Partner ecosystem. The team's mission is twofold: enabling partners to independently position, demonstrate, and deliver the Intelligence Center X (ICX) product suite, and supporting channel sales representatives in active pursuits — in direct service of the goal of 50% of revenue through the channel.

Responsibilities

Leads a team of technical and business development resources dedicated to the Channel Partner ecosystem; enabling partners to independently position, demonstrate, and deliver the Intelligence Center X (ICX) product suite; supporting channel sales representatives in active pursuits; Establish the team's vision, identity, and operating model; build a culture of collaboration, accountability, and coaching; Manage personnel decisions including recruitment, training and development, and performance management, in line with relevant regulations; Coach team members in the development and delivery of partner enablement and customer-facing engagements; develop future leaders and improve engagement, morale, and retention; Establish career paths and a scalable talent pipeline, including alignment with early-career programs; Design repeatable engagement frameworks that define how and when the team engages — partner enablement, co-sell support, and direct pursuit support — with clear entry and exit criteria; Create consistent operating rhythms with channel sales and partner leadership; review key pursuits and accounts, agreeing a common approach and priorities; Manage business operations including budget/cost control, business planning, monitoring, and reporting; In partnership with sales executives and management, contribute to the sales pipeline strategy, understanding the PreSales contribution requirements across partner-sourced, partner-influenced, and co-sell motions; Oversee the partner onboarding-to-productivity journey — training, certification, and readiness programs — delivered by the team, with the manager accountable for its design and outcomes; Move the engagement model from transactional, deal-by-deal support toward shared planning, account continuity, and trusted long-term relationships; Build durable partnerships with Siemens enterprise presales and Xcelerator portfolio teams; establish account planning and attach motions across adjacent portfolio areas; Participate in relevant Zone-level meetings and councils, contributing to planning and reporting; contribute to global initiatives originating from agreed council priorities and strategy

Requirements

Proven people-leadership experience with technical teams — building culture, coaching, and developing talent — ideally in a presales, solutions consulting, or partner enablement context; Demonstrated ability to operate in a matrixed, multi-stakeholder environment: negotiating priorities across sales, partner, and product organizations, and managing up, down, and sideways with equal skill; Experience with channel/partner sales motions and partner economics; understands the tension between enabling partner independence and supporting near-term deals; Ability to build scalable programs and operating models rather than deliver individual engagements; technical credibility across enterprise software sufficient to earn the team's and partners' respect, without needing to be the deepest expert in the room