Partner Manager
Leads strategic go-to-market partnerships with consultancies, resellers, cloud platforms, system integrators, and AI ecosystem players. The role requires at least five years of partner management experience and a track record of enabling partners and driving enterprise revenue.
About the job
Responsibilities
- Identify, onboard, and grow go-to-market partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators.
- Develop joint value propositions and go-to-market plans with partners for priority industries and enterprise use cases.
- Lead partner enablement through training, certifications, and sales collateral.
- Advocate for partners internally and share feedback to improve products and collaboration.
- Structure and negotiate partnership agreements, incentives, and success metrics.
- Drive partner-channel pipeline and collaborate with sales teams on co-selling opportunities.
- Track joint deals, partner-influenced pipeline, and revenue impact.
- Build and scale partner programs, including onboarding flows, partner portals, and reporting tools.
- Define partner success metrics and lead quarterly business reviews.
- Collaborate with Sales, Marketing, Product, and Customer Success to support partner growth.
- Monitor enterprise AI and go-to-market trends.
- Represent the company at industry events, partner conferences, and ecosystem forums.
Requirements
- 5+ years of partner management experience at a SaaS, enterprise software, or AI company.
- Track record of sourcing, enabling, and scaling go-to-market partnerships that influenced sales outcomes.
- Knowledge of partner program design, including incentives, market development funds, and co-sell playbooks.
- Deep understanding of enterprise sales motions, particularly in AI and automation.
- Excellent negotiation, relationship management, and stakeholder communication skills.
- Strategic thinking and ability to execute quickly in a startup environment.
Nice-to-haves
- Familiarity with agentic AI, robotic process automation, enterprise workflow automation, or LLM-based platforms.
- Experience with cloud hyperscalers such as AWS, Azure, or Google Cloud, or with consulting and system integrator ecosystems.
- Exposure to HubSpot, Salesforce, or partner relationship management systems.
- Understanding of software development principles, data structures, and algorithms.
- Strong problem-solving, attention to detail, and logical reasoning skills.
- Ability to collaborate in a fast-paced startup environment.
Compensation
- Compensation is determined by location, level, job-related knowledge, skills, and experience.
- Certain roles may be eligible for variable compensation, equity, and benefits.
Skills
Partner Management, Enterprise Saas, Artificial Intelligence, Partner Programs, Market Development Funds, Co-Selling, Enterprise Sales, Negotiation, AWS, Azure, GCP, HubSpot, Salesforce, Partner Relationship Management
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