Technical Partner Manager

BlueCat's Network Observability platform is transforming how organizations gain visibility, control, automation, and confidence across increasingly complex digital infrastructures. We deliver market-leading observability, infrastructure intelligence, performance monitoring, telemetry analytics, and automation solutions that help organizations improve resiliency, accelerate troubleshooting, reduce operational complexity, and enable digital transformation across hybrid and multi-cloud environments.

We're looking for a high-impact Technical Partner Manager who thrives at the intersection of technology, business strategy, customer engagement, and channel partner enablement. You'll act as a trusted technical advisor to mid-market customers, resellers, systems integrators, and strategic channel partners — helping organizations modernize network operations, improve visibility, automate infrastructure workflows, and achieve measurable business outcomes. This role supports channel partners, resellers, and mid-market customer engagements throughout North America, with up to 50% travel.

What You'll Do

• Lead consultative discovery engagements and executive workshops with mid-market customers, resellers, and channel partners to uncover operational challenges, modernization priorities, and cloud transformation initiatives — connecting technical capabilities to measurable business outcomes, ROI, and operational resilience across hybrid and multi-cloud environments.
• Architect and position observability and infrastructure intelligence solutions tailored to customer environments, designing integrated solutions that span network observability, telemetry analytics, infrastructure automation, and API-driven operational workflows, while guiding customers and partners through evaluations, onboarding, adoption, and expansion.
• Build and maintain trusted advisor relationships with technical teams, partner engineering organizations, operations leaders, architects, and executive stakeholders — acting as the primary technical liaison between BlueCat and assigned reseller and channel partners to support strategic account growth.
• Enable reseller and channel partner technical teams through onsite and remote engagements including hands-on workshops, solution demonstrations, architecture reviews, competitive positioning, lab environments, and technical training — helping partners independently position, demonstrate, deploy, and support BlueCat's LiveAction solutions.
• Assist partners in developing technical go-to-market strategies, solution positioning, competitive differentiation, cross-sell strategies, and expansion opportunities within existing customer environments, while supporting joint engagements alongside reseller account teams and partner sales engineers.
• Collaborate with Product Management, Engineering, Customer Success, Marketing, and GTM teams to contribute customer and partner insights, competitive intelligence, and feature recommendations — while participating in beta programs, advisory councils, and developing technical thought leadership content, webinars, and industry presentations.
• Represent BlueCat's LiveAction Network Observability solutions at customer events, partner events, and industry conferences while maintaining accurate engagement and opportunity data in Salesforce, staying current on emerging technologies including AI-assisted operations, observability platforms, telemetry analytics, and hybrid cloud networking.

What You Bring

• Strong understanding of enterprise networking, network operations, and observability architectures, including deep knowledge of routing and switching, NetFlow/IPFIX/streaming telemetry, QoS, wireless networking, network security, and cloud networking across on-premises, SaaS, and hybrid/multi-cloud environments.
• Hands-on experience with API-driven infrastructure, automation frameworks, Infrastructure-as-Code tools, orchestration platforms, and integration strategies — with familiarity in AI-assisted operations, infrastructure intelligence, and automation-driven workflows considered a strong asset.
• Proven experience in technical partner management, sales engineering, solutions engineering, network engineering, technical consulting, or customer success engineering within customer-facing and channel-facing roles — with experience supporting reseller, VAR, MSP, distributor, or systems integrator partnerships strongly preferred.
• Exceptional consultative, advisory, and partner enablement skills with the ability to lead technical deep dives and executive-level strategic conversations, translating complex technical capabilities into customer-centric business value and operational outcomes for mid-market organizations.
• Strong executive communication, presentation, and facilitation skills with demonstrated ability to influence both technical and business stakeholders across co-sell, reseller-led, and direct sales cycles while balancing customer advocacy, partner success, and business objectives.
• Experience collaborating cross-functionally across Product, Engineering, Sales, Marketing, Customer Success, Services, and Channel organizations — with a self-starter mindset, strong analytical thinking, adaptability, and comfort operating in a modern remote-first environment.
• Bachelor's degree in Computer Science, Electrical Engineering, Information Technology, or a related field (or equivalent practical experience), with CCNP, CCIE, or equivalent certification considered a strong plus and willingness to travel up to 50% throughout North America required.