# Partner Account Manager

**Company:** [Lightning AI](https://hotfix.jobs/companies/lightning-ai)
**Location:** New York, NY
**Role:** Account Management
**Salary:** $175 – $200/hr
**Experience:** 5+ years
**Skills:** Partner Management, Channel Sales, Business Development, Enterprise Sales, Co-Selling, Partner Enablement, Pipeline Management, Revenue Operations, Cloud Partnerships, AI/ML, MLOps, Data Platforms, Marketplace Models, Project Management, Quarterly Business Reviews
**Posted:** 2026-09-01

> Own strategic technology, cloud, channel, and services partner relationships, building co-selling motions and converting partnerships into pipeline and revenue. Requires 5+ years in partnerships, channel sales, alliances, business development, or enterprise sales within technical B2B markets.

## Job Description

## 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.

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