Partner Presales Technical Director

• 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.

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.

The manager's job is to build the team, the operating system, and the relationships that allow their people to succeed — and to personally own the hardest part of the channel environment: navigating competing demands from partners, channel sales, and internal Siemens organizations, and making the prioritization calls their team cannot make for themselves.

The channel presales function today operates without dedicated leadership — capable individuals working in isolation, deal-by-deal, without a system behind them. This role is chartered to change that by providing:

The defining challenge of this role is that the team serves several constituencies whose interests overlap but do not align. The manager is the integration point, expected to:

Team Leadership & Development

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  Establish the team's vision, identity, and operating model; build a culture of collaboration, accountability, and coaching.

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  Manage personnel decisions including recruitment, training and development, and performance management, in line with relevant regulations.

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  Coach team members in the development and delivery of partner enablement and customer-facing engagements; develop future leaders and improve engagement, morale, and retention.

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  Establish career paths and a scalable talent pipeline, including alignment with early-career programs.

Operating Model & Governance

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  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.

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  Create consistent operating rhythms with channel sales and partner leadership; review key pursuits and accounts, agreeing a common approach and priorities.

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  Manage business operations including budget/cost control, business planning, monitoring, and reporting.

Partner & Sales Alignment

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  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.

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  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.

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  Move the engagement model from transactional, deal-by-deal support toward shared planning, account continuity, and trusted long-term relationships.

Ecosystem Integration

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  Build durable partnerships with Siemens enterprise presales and Xcelerator portfolio teams; establish account planning and attach motions across adjacent portfolio areas.

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  Participate in relevant Zone-level meetings and councils, contributing to planning and reporting; contribute to global initiatives originating from agreed council priorities and strategy.

Partner-sourced pipeline and revenue growth; partner time-to-productivity; partner technical readiness; team capacity and coverage across the ICX product suite; cross-portfolio pipeline from the Siemens ecosystem; team engagement, retention, and talent development; and contribution to the 50% channel revenue goal.