Technical Partnerships Manager

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