Principal, Commercial GTM - Partner

Work Location

This position is designated as remote. However, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).

Overview

The Principal, Commercial GTM - Partner is responsible for driving structured go-to-market execution and readiness across our partner ecosystem, ensuring technology partnerships, strategic alliances, and joint commercial initiatives translate into measurable pipeline, revenue and market impact.

Reporting to the Sr. Director, Commercial GTM, this role serves as a cross-functional integrator across Partnerships, Product, Sales, Marketing, Sales Enablement, Customer Operations and Sales Engineering to ensure execution from partnership strategy through launch and ongoing performance. The Principal will be responsible for collaboratively developing and driving partner GTM programs and commercialization efforts while establishing repeatable operating models that connect partner portfolio planning, joint go-to-market execution and business outcomes. This role will support both:

• Technology partners, where our sales teams commercialize partner solutions alongside our offerings.
• Strategic partners, where partner organizations influence, co-sell, or resell our solutions to expand market reach and revenue growth.

Core Responsibilities

• Develop and execute partner GTM plans for technology partnerships, strategic alliances and joint commercial initiatives to ensure distinct value propositions, positioning, enablement and field readiness across participating teams.
• Lead cadenced partner portfolio planning processes to establish and maintain a clear Partner Plan of Record, aligning investment levels, market opportunities, commercial priorities and readiness activities across Partnerships, Product, Sales, and Marketing.
• Develop repeatable frameworks for commercializing partner opportunities, ensuring alignment to corporate growth objectives and strategic priorities.
• Define and manage partner commercialization programs through business case development, readiness planning, launch execution, field adoption, and performance measurement.