Partnership Manager

About Ottimate

Ottimate is an AI-powered AP [Accounts Payable] automation platform that empowers finance teams to reduce costs, prevent overpayments, detect fraud, and enforce policy compliance across the entire invoice-to-payment lifecycle.
Your Responsibilities:

- Partnership Strategy & Execution:

- Co-develop and own the partnership strategy aligned with company objectives and growth priorities in your specific ecosystem.

- Identify, evaluate, and prioritize strategic partners that expand market access and unlock new revenue opportunities.

- Lead partnership discussions end-to-end, including discovery, negotiation, structuring, and execution of agreements.

- Relationship Ownership:

- Build and manage executive-level relationships with key partners, serving as the primary point of contact and trusted advisor.

- Own the full lifecycle of partnerships, from onboarding and enablement through long-term partner management.

- Act as the escalation point for strategic partner issues while proactively identifying opportunities for expansion.

- Cross-Functional Influence:

- Work closely with Sales, Marketing, Product, Legal, and Customer Success to align on joint initiatives and ensure successful execution.

- Influence internal stakeholders without formal authority, driving alignment and momentum across teams.

- Translate partner feedback into actionable insights that inform product direction and go-to-market strategy.

- Pipeline & Revenue Impact:

- Drive measurable pipeline and revenue through partner resellers, partner referrals and partner-influenced opportunities.

- Support co-selling motions with internal sales teams, helping partners position joint value propositions effectively.

- Performance Measurement & Optimization:

- Know and work towards your success metrics and track performance against goals, pipeline, and ROI.

- Continuously refine partnership models, playbooks, and processes to improve efficiency and scalability.

- Market & Brand Presence

- Represent the company externally at partner meetings, industry events, and ecosystem forums.

- Stay close to market trends, competitive dynamics, and partner needs to inform ongoing strategy.

Requirements

We’re looking for a highly driven, strategic individual contributor who thrives on ownership and impact. The ideal candidate will demonstrate:

- Strong Partnership Management Experience

- Proven experience owning partnerships or alliances as an individual contributor, with measurable business outcomes.

- Comfort operating independently while managing multiple strategic initiatives in parallel.

- Strong Partnership & Commercial Acumen

- A track record of building and scaling partnerships that drive pipeline, revenue, or strategic market expansion.

- Experience negotiating complex partnership agreements and navigating multi-stakeholder environments.

- Strategic & Analytical Thinking

- Ability to assess markets, identify high-value partner opportunities, and translate insights into action.

- Data-driven mindset with experience defining metrics, tracking results, and iterating based on performance.

- Influence Without Authority

- Exceptional communication and relationship-building skills, with the ability to influence across teams and levels.

- Strong executive presence and confidence engaging with senior leaders, both internally and externally.

- Execution-Oriented & Adaptable

- Bias toward action, ownership, and results in fast-moving environments.

- Comfortable navigating ambiguity and building structure where none exists.

- Bonus Attributes

- Experience across multiple partner types (e.g., technology, channel, strategic alliances).

- Familiarity with CRM systems and partnership management tools.

- Passion for ecosystem-led growth and building scalable partnership programs.

Benefits

We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maint