# Head of Partnerships & Alliances

**Company:** [Ema](https://hotfix.jobs/companies/ema)
**Location:** Remote
**Role:** Partnerships
**Experience:** 10+ years
**Skills:** Partnerships, Alliances, Partner Management, Global System Integrators, Independent Software Vendors, Private Equity, Partner Program Design, Co-Selling, Revenue Operations, Forecasting, AWS, Microsoft Azure, GCP, Salesforce, HubSpot
**Posted:** 2026-08-21

> Leads Ema’s North American partnerships and alliances strategy across GSIs, ISVs, cloud ecosystems, and Private Equity. The role owns partner-sourced revenue, builds the partner program, and manages a team while requiring 10+ years of partnerships experience and enterprise GTM expertise.

## Job Description

## Responsibilities
- Own the North American partner strategy and revenue target across Global System Integrators, Independent Software Vendors, and Private Equity ecosystems.
- Hire, coach, and lead Partner Managers, including setting expectations, managing performance, and developing talent.
- Design and scale the partner program, including tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding, partner portal/PRM, and reporting.
- Build joint value propositions and co-sell/co-deliver motions with Tier-1 System Integrators.
- Develop technology alliances and marketplace co-sell programs across AWS, Azure, and Google Cloud.
- Build relationships with Private Equity firms and operating partners to drive adoption across portfolio companies.
- Measure partner-sourced and partner-influenced pipeline, coverage ratios, revenue impact, and forecasts.
- Own executive relationships and negotiate partnership agreements, incentives, and success metrics.
- Partner cross-functionally with Sales, Marketing, Product, and Customer Success.
- Define partner success metrics and lead quarterly business reviews.
- Represent the company at industry events, partner conferences, and ecosystem forums.

## Requirements
- 10+ years of experience in partnerships or alliances at a SaaS, consulting, enterprise software, or AI company.
- 2+ years leading and managing Partner Managers.
- Track record of building and scaling a GTM partner channel that drives material sourced or influenced revenue.
- Depth in at least two of consulting companies, GSI/SI, ISV/technology alliances, and PE/portfolio motions.
- Expertise in partner program design, including tiering, incentives, MDF, and co-sell playbooks.
- Strong forecasting, attribution, and revenue operations discipline.
- Deep understanding of enterprise sales motions, especially AI and automation.
- Executive presence, negotiation ability, relationship management, and stakeholder communication skills.
- Strategic thinking, operational rigor, project management, and startup execution skills.

## Nice-to-haves
- Familiarity with agentic AI, frontier models, RPA, enterprise workflow automation, or LLM-based platforms.
- Experience with AWS, Azure, Google Cloud, and their marketplace/co-sell programs.
- Existing network across Tier-1 SIs, ISV ecosystems, or Private Equity operating partners.
- Experience with RevOps and PRM tooling such as HubSpot or Salesforce.
- Experience building and scaling an early-stage partner function.

## Compensation and Benefits
- Compensation is determined by location, level, job-related knowledge, skills, and experience.
- Certain roles may be eligible for variable compensation, equity, and benefits.

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