Purpose

Build and lead the Partner Enablement Team, own the partner onboarding programme end-to-end, and act as the primary voice of partners to Product Management. Drive partner adoption, activation, and readiness at scale while ensuring continuous feedback into the product roadmap.

Key Responsibilities

• Build and manage the Partner Enablement function, including onboarding programmes, demo environments, enablement kits, qualification frameworks, and onboarding waves.
• Own the onboarding pipeline for pilot partners, including qualification, routing, capacity planning, wave management, and Day-30 activation follow-up.
• Drive the partner enablement cadence through regional webinars, release-driven training programmes, and certification of partners as "Sales Portal Ready".
• Manage escalations and strategic partner engagements, including complex onboarding projects, custom integrations, and product-related discussions.
• Consolidate partner feedback, product requests, bugs, adoption blockers, and churn drivers into regular reports for Product Management.
• Support Arrow Sales through office hours, advanced customer demonstrations, and ongoing maintenance of competitive and sales enablement materials.
• Lead, coach, and develop a team of Partner Enablement Specialists, setting objectives and monitoring performance against KPIs.
• Prepare the organisation for General Availability (GA) by developing self-service onboarding capabilities, scalable operating models, and partner conversion campaigns.

Success Measures

• Achievement of partner onboarding and activation targets.
• High partner satisfaction and engagement levels.
• Effective management of onboarding capacity and programme scalability.
• Timely resolution of escalations and partner issues.
• Strong team performance and development.
• Actionable product feedback driving continuous improvement.

Desired Candidate Profile

• 6-10 years of experience in Partner Enablement, Customer Success, Channel Management, Pre-Sales, or related SaaS/IT environments.
• Proven experience leading onboarding, adoption, or partner success programmes at scale.
• Previous people management experience with responsibility for coaching and developing small teams.
• Strong executive presence and ability to engage partner leaders, customers, and senior sales stakeholders.
• Data-driven, highly organized, and comfortable working in fast-paced launch environments.
• Hands-on experience with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics, ideally in a power-user or administrator capacity.
• Fluent in English and French.
• Experience within distribution, channel ecosystems, or Arrow environments is a strong advantage.

Ideal Candidate

A seasoned enablement leader who combines operational excellence, team leadership, and customer-facing expertise. Able to scale partner onboarding programmes, influence product direction through customer insights, and drive partner adoption across a growing ecosystem.