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.
This role is ideal for a commercially minded partnerships leader who thrives at the intersection of strategy, go-to-market execution, and cross-functional leadership. You will own a select portfolio of strategic technology ecosystem partners, penetrating partner org charts, developing joint value propositions, enabling field teams, and generating measurable business outcomes.
This is not a channel operations role. Success is defined by partner influence, innovative partner campaigns, deal acceleration, and long-term partner leverage.
Key Responsibilities:
Strategic Partner Ownership
- Own a defined set of strategic partners
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Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorship
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Serve as the primary point of accountability for portfolio partner success
Go-To-Market & Revenue Impact
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Deeply contemplate partner thesis, objectives, and incentives and match to our own
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Drive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignment
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Work closely with Sales to:
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Identify priority accounts to engage partners
- Support deal strategy and positioning
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Remove friction in complex, multi-party deals
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Enable sales teams with partner messaging, playbooks, and competitive context
Cross-Functional Leadership
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Partner with Product and Engineering to influence:
- Integrations
- Roadmap alignment
- Partner-driven feature requirements
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Collaborate with Marketing on:
- Launches
- Field enablement
- Partner campaigns and events
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Align with Finance and RevOps on forecasting, attribution, and reporting
Executive & Partner Engagement
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Build trusted relationships with partner executives and internal senior leadership
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Represent the company in executive briefings, partner QBRs, and industry events
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Communicate market trends, partner feedback, and competitive insights to the business
Operational Excellence
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Establish clear success metrics (pipeline, revenue, adoption, partner health)
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Maintain structured partner cadences, reporting, and internal alignment
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Identify gaps, risks, and opportunities early—and act decisively
Success Metrics (First 6-12 Months)
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Active joint GTM motions with top partners
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Meaningful growth in partner-sourced and partner-influenced pipeline
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Increased sales confidence and adoption of partner plays
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Strong executive relationships with priority partner executives
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Clear, repeatable partner engagement model
Experience
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5–9 years in partnerships, alliances, or enterprise business development
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Proven experience in B2B software, SaaS, cloud, or platform companies
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Demonstrated success working with:
- Strategic partners
- Hyperscalers or infrastructure providers
- Other large ecosystem partners
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Track record of driving pipeline or revenue, not just managing relationships
Skills & Attributes
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Comfortable navigating complex, multi-stakeholder environments
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Strong commercial instincts; understands how deals actually close
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Executive presence with the ability to influence without authority
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Highly structured, which enables adaptability in ambiguous situations
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Clear communicator both internally and externally
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Data-driven, process-oriented, and accountable
Nice to Have
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Experience scaling partnerships in a high-growth environment
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Exposure to global or regional partner ecosystems
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Background working closely with Product and Engineering teams
Why Join Us
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High-impact role with direct visibility to executive leadership
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Opportunity to shape and scale a strategic partner ecosystem
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Clear path for growth as the partnerships function expands
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Work