Senior Partner Manager( Strategic Alliances / AI Infrastructure)

Mirantis, an IREN company, is the Kubernetes-native AI infrastructure company, enabling organizations to build and operate scalable, secure, and sovereign infrastructure for modern AI, machine learning, and data-intensive applications. By combining open source innovation with deep expertise in Kubernetes orchestration, Mirantis empowers platform engineering teams to deliver composable, production-ready developer platforms across any environment—on-premises, in the cloud, at the edge, or in sovereign data centers. As enterprises navigate the growing complexity of AI-driven workloads, Mirantis delivers the automation, GPU orchestration, and policy-driven control needed to manage infrastructure with confidence and agility. Committed to open standards and freedom from lock-in, Mirantis ensures that customers retain full control of their infrastructure strategy.  https://www.mirantis.com/

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 

- 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

Success Metrics (First 6-12 Months)
- Active joint GTM motions with top partners

- Meaningful growth in partner-sourced and partner-influenced pipeline

- Increased sales confidence and adoption of partner plays

- Strong executive relationships with priority partner executives

- Clear, repeatable partner engagement model

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

What does Mirantis offer you?
- Work with an established Silicon Valley leader in the cloud infrastructure industry;
- Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies;
- Be a part of cutting-edge, open-source innovation;
- Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued;
- Professional development and training;
- Attend conferences and working groups;
- Company outings, happy hours, hackathons, and tech talks;
- Receive a competitive compensation package with a strong benefits plan.

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