Senior Regional Partner Director

Camunda is the enterprise platform for agentic orchestration, enabling organizations to coordinate AI agents, people, and systems across complex, end-to-end business processes. With built-in governance, auditability, and human oversight, Camunda gives enterprises the control they need to move AI from pilots to production — safely and at scale. Trusted by over 700 organizations worldwide, including 9 of top 10 US banks, Camunda helps enterprises boost operational efficiency, accelerate time-to-value, and deliver better customer experiences.

Fully remote and global, we are in the middle of something bigger: transforming into an AI-first organisation, built on our own platform. We use Agentic AI to automate, orchestrate intelligent processes, and elevate human contribution across every team.

Named GP Bullhound’s Top 100 Next Unicorn list, 2025 Great Place to Work certified. Visionary in 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies. ranked 3rd in Flexa's 2026 Most Flexible Companies, We’re growing fast and looking for top talent to join our team. If you want meaningful work, visible impact and put something genuinely rare on your CV, keep reading.

About the Role

Camunda is looking for a Regional Partner Manager to own and grow our GSI and RSI partner ecosystem across North America. You will be the primary business owner for a portfolio of strategic partners — driving joint pipeline, co-selling motion, and partner-sourced revenue across your territory. This is a high-impact, cross-functional role sitting at the intersection of partner strategy and field execution.

You'll work closely with Camunda's regional sales, presales, marketing, and customer success teams, as well as your counterparts within partner organizations, to build meaningful, revenue-generating relationships.

What You'll Do

Partner Revenue & Pipeline

• Own partner-sourced and partner-involved ARR targets for your region
• Build and manage a healthy joint pipeline with assigned GSI/RSI partners, including Tech Alliances
• Drive deal registration discipline and ensure partner opportunities are accurately tracked and progressed in Salesforce
• Collaborate with Camunda AEs to co-sell and accelerate partner-influenced opportunities

Partner Relationship Management

• Serve as the primary relationship owner for strategic regional partners
• Establish executive, practice, and field-level relationships within partner organizations
• Conduct regular business reviews (QBRs) to track performance against joint GTM plans
• Identify and resolve partner conflict, escalation, and co-investment gaps

Go-to-Market Execution

• Develop and execute joint GTM plans aligned to partner-specific industry verticals and solution plays
• Coordinate partner enablement: certifications, deal support, demo readiness, and RFx participation
• Work with marketing to drive partner co-marketing programs, events, and demand generation
• Support partner delivery quality by connecting delivery teams with Camunda's technical and PS resources

Program & Operations

• Maintain accurate partner data, deal registrations, and pipeline hygiene in Salesforce
• Contribute to partner tier assessments, capacity reviews, and coverage planning

What You Bring

• 5–8+ years of partner sales, channel management, or alliance experience in B2B enterprise software
• Proven track record of meeting or exceeding partner-sourced revenue targets
• Experience working with large GSIs (e.g., Accenture, Cognizant, Deloitte, IBM, Capgemini) or regional SIs in a co-sell capacity
• Strong understanding of enterprise software sales cycles, deal mechanics, and pipeline management
• Fluency in Salesforce (pipeline tracking, deal registration, opportunity management)
• Excellent communication, executive presence, and cross-functional collaboration skills
• Ability to operate independently in a remote/distributed team environment

What Success Looks Like (First 12 Months)

• Joint GTM plans in place for top 3 partners in each region
• Partner pipeline contributing meaningfully to regional ARR
• Deal registration acceleration and qualification; Salesforce hygiene in good shape
• Executive relationships established at key partner firms

Come join us and be part of Camunda’s incredible journey: Make an impact at a pivotal moment in our story!

AI in our hiring process: Camunda may use AI tools to aid the screening of applications and during the interview process. You can learn more here