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

5+ 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

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.

Senior Partner Manager – Strategic Alliances

Key skills