Senior Partner Manager (Strategic Alliances / AI Infrastructure)

We are seeking a Senior Partner Manager to build, scale, and operationalize high-impact strategic partnerships that drive product innovation, dynamic co-marketing, and building pipeline, revenue, and product adoption.

Key Responsibilities:

Strategic Partner Ownership

• Own a defined set of strategic partners
• Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorship
• Serve as the primary point of accountability for portfolio partner success

Go-To-Market & Revenue Impact

• Deeply contemplate partner thesis, objectives, and incentives and match to our own
• Drive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignment
• Work closely with Sales to:Identify priority accounts to engage partners
• Support deal strategy and positioning
• Remove friction in complex, multi-party deals
• Enable sales teams with partner messaging, playbooks, and competitive context

Cross-Functional Leadership

• Partner with Product and Engineering to influence:Integrations
• Roadmap alignment
• Partner-driven feature requirements
• Collaborate with Marketing on:Launches
• Field enablement
• Partner campaigns and events
• Align with Finance and RevOps on forecasting, attribution, and reporting

Executive & Partner Engagement

• Build trusted relationships with partner executives and internal senior leadership
• Represent the company in executive briefings, partner QBRs, and industry events
• Communicate market trends, partner feedback, and competitive insights to the business

Operational Excellence

• Establish clear success metrics (pipeline, revenue, adoption, partner health)
• Maintain structured partner cadences, reporting, and internal alignment
• Identify gaps, risks, and opportunities early—and act decisively

Experience

• 5–9 years in partnerships, alliances, or enterprise business development
• Proven experience in B2B software, SaaS, cloud, or platform companies
• Demonstrated success working with:Strategic partners
• Hyperscalers or infrastructure providers
• Other large ecosystem partners
• Track record of driving pipeline or revenue, not just managing relationships

Skills & Attributes

• Comfortable navigating complex, multi-stakeholder environments
• Strong commercial instincts; understands how deals actually close
• Executive presence with the ability to influence without authority
• Highly structured, which enables adaptability in ambiguous situations
• Clear communicator both internally and externally
• Data-driven, process-oriented, and accountable

Nice to Have

• Experience scaling partnerships in a high-growth environment
• Exposure to global or regional partner ecosystems
• Background working closely with Product and Engineering teams

Why Join Us

• High-impact role with direct visibility to executive leadership
• Opportunity to shape and scale a strategic partner ecosystem
• Clear path for growth as the partnerships function expands
• Work on complex, meaningful problems with strong market tailwinds

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