Partner Account Manager

Responsibilities

• Own a portfolio of strategic partners and create joint business plans tied to pipeline, revenue, customer adoption, and field engagement.
• Create and execute co-selling motions with partner sales teams, account executives, solutions engineering, marketing, and customer success.
• Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle.
• Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews.
• Work with Channel MLSEs and Partner Enablement to help partner teams understand the technical value proposition and identify strong-fit customers.
• Negotiate and operationalize referral, resale, co-sell, marketplace, implementation, and services workflows.
• Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality.
• Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes.

Requirements

• 5+ years of experience in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management.
• Experience building revenue-producing partnerships in technical B2B markets.
• Strong commercial instincts and ability to turn partner relationships into pipeline, opportunities, and closed revenue.
• Experience working with sales, technical pre-sales, partner field, marketing, and operations teams.
• Ability to build trust with partner executives and field sellers while driving accountability to measurable outcomes.
• Strong project management and communication skills, particularly in ambiguous, cross-company environments.
• Comfort working in a high-growth company where the partner motion is still being built.

Nice-to-Haves

• Experience with cloud partners, systems integrators, AI/ML consultancies, data partners, developer platforms, or infrastructure ecosystems.
• Experience with marketplace, resale, referral, co-sell, or services partner models.
• Familiarity with AI infrastructure, GPUs, MLOps, data platforms, or enterprise cloud buying cycles.
• Experience building partner programs from an early stage.

Compensation and Benefits

• Annual base salary: $175,000–$200,000 USD.
• Discretionary bonus and meaningful equity component.
• Comprehensive medical, dental, and vision coverage.
• RSUs, 401(k) matching in the U.S., and pension contributions in the U.K.
• Unlimited PTO, company holidays, floating holidays, and a two-week company-wide winter break.
• Paid parental and family leave.
• Annual learning and development allowance.
• Wellness and work-from-home stipends.
• Four weeks of paid sabbatical leave after four years of service.
• Flexible schedules and a hybrid work model for office-based teams.
• Complimentary meals at office hubs.