Key skills
CloudSaaSLeadershipCollaborationSales
About this role
Role Overview
- 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
- 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
- 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
- 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
- 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
Requirements
- 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.
Tech Stack
- Cloud
Benefits
- 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.