# Partner Manager

**Company:** [Ema](https://hotfix.jobs/companies/ema)
**Location:** Remote
**Role:** Partnerships
**Experience:** 5+ years
**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
**Posted:** 2026-08-26

> 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.

## Job Description

## 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.

## Similar jobs

- [Partner Manager, Gusto Pro](https://hotfix.jobs/jobs/b4c04b43-6cd8-484f-ae90-c852a55c56cb) - Gusto - Atlanta, GA - $120k – $182k/yr
- [Product Partnerships Manager, Consumer/SMB](https://hotfix.jobs/jobs/38b7ac06-aa56-4ef7-9992-da78bc9c47be) - Replit - Foster City, CA - $200k – $240k/yr
- [VC Partnerships](https://hotfix.jobs/jobs/9d167b73-1ac1-4575-8e7e-ff1027e1f06c) - Clay - New York, NY - $160k – $200k/yr
- [Partnerships Operations Manager](https://hotfix.jobs/jobs/c78d341f-e9af-4cc3-a9b7-05af274071b9) - Fluent - New York, NY - $90k – $110k/yr
- [Partner Manager, AI Ecosystems](https://hotfix.jobs/jobs/a75ab1cb-37bf-4524-896f-a9e2132dd260) - Apollo - Remote - $120k – $175k/yr

**Apply:** https://hotfix.jobs/jobs/9729f383-c1ef-4e79-912c-a7d2bcf3314e
**Canonical:** https://hotfix.jobs/jobs/9729f383-c1ef-4e79-912c-a7d2bcf3314e