Technical Partnerships Manager
Owns and scales strategic technology partnerships with cloud providers, data platforms, and infrastructure vendors to drive NEXUS adoption. Requires 8+ years in technical partnerships (3+ in AI), cloud ecosystem knowledge, and cross-functional collaboration skills.
About the job
Key Responsibilities
- Own and manage a segment of strategic technology partnerships (cloud providers including marketplaces, data platforms, system integrator, and infrastructure software vendors)
- Develop and execute joint go-to-market strategies with partners, including co-sell programs, marketplace listings, and joint solution offerings
- Serve as the primary point of contact for partner organizations, engaging with partner managers, sales representatives, solutions architects, and engineering teams
- Drive partner integrations by translating technical requirements between Fundamental's engineering team and partner technical teams and ensure projects are executed on time
- Identify, evaluate, and prioritize new partnership opportunities based on strategic fit, market demand, and revenue potential
- Navigate complex partner ecosystems and internal decision dynamics to secure buy-in, resources, and co-investment from partner organizations
- Collaborate with product and engineering to shape the integration roadmap based on partner and market feedback
- Build and maintain partner business plans with clear milestones, success metrics, and pipeline targets
- Represent Fundamental at partner events, industry conferences, and executive briefings
Must Have
- 8+ years of experience in technical partnerships (of which 3+ within AI), partner management, business development, or solutions architecture within enterprise software, AI/ML, data platforms, and/or cloud infrastructure
- Strong understanding of cloud and data infrastructure ecosystems (e.g., AWS, GCP, Azure, Databricks, Snowflake, etc) and how enterprise software is distributed via marketplaces and partner channels
- Demonstrated ability to build and scale technology partnerships that deliver measurable business outcomes (pipeline, revenue, adoption)
- Technical fluency — you can hold your own in conversations about APIs, data architectures, ML pipelines, and deployment models
- Experience working cross-functionally with product, engineering, sales, and marketing teams to drive partner initiatives
- Experience navigating large organizations and identifying key stakeholders to drive desired outcomes
- Exceptional communication and relationship-building skills, with the ability to influence without authority across internal and external stakeholders
- Strong business instinct — you understand good deal structures, co-sell mechanics, and how to create win-win partnership frameworks
Nice to Have
- Experience within the AI/ML foundation model, predictive analytics, or structured data platform space
- Background in GenAI/cloud GTM
- Familiarity with enterprise data workflows including ETL, feature engineering, and ML deployment pipelines
- Prior experience at or partnering with major cloud or data platform companies
- Experience in a high-growth startup environment where you've built partnership programs from the ground up
Benefits
- Competitive compensation with salary and equity
- Comprehensive health coverage, including medical, dental, vision, and 401K
- Fertility support, as well as paid parental leave for all new parents, inclusive of adoptive and surrogate journeys
- Relocation support for employees moving to join the team in one of our office locations
Skills
AWS, GCP, Azure, Databricks, Snowflake, APIs, Ml Pipelines, ETL, Generative AI, Partnership Management
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