Senior Partner Sales Manager, Enterprise West

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.

Box has two distinct partner-facing roles, and knowing the difference will help you understand exactly what you'd own in this position:

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 a 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 by removing blockers, coordinating partner and field activity, and pushing 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.
• Serve 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.
• Incorporate partners into deal cycles 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 a 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 and comfort driving opportunities to close and removing blockers.
• Experience working across Box partner types (resellers, distributors, SIs, cloud marketplaces, ISVs) with a deep understanding of each.
• Experience working with and through various vertical sales teams.
• Clear communicator who builds credibility with stakeholders at all levels, both internally and externally.
• Proficiency in Salesforce and comfort managing partner-attached pipeline.
• Ownership of your number and territory end-to-end, with accountability to outcomes.
• Based in the Box Enterprise West region, with a willingness 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.

Additional information

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!