About the Team

The Senior Partner Management team is responsible for managing and developing relationships with key partners. They work closely with internal teams to align partner activities with company goals and provide exceptional support to our partners. The team operates at the center of a rapidly evolving revenue AI landscape, engaging deeply with leading AI, ISV, and Cloud partners to accelerate innovation and strategic growth.

The Role

The Senior Partner Manager – Hyperscalers & System Integrators is responsible for both expanding strategic relationships with existing partners and building new partnerships across cloud providers and GSIs, including AWS, Microsoft, and firms such as Accenture. This role is focused on developing and executing high-impact co-sell motions, driving partner-sourced and partner-influenced pipeline, and enabling internal sales teams to effectively engage partners to accelerate revenue growth.

This individual will define and scale joint go-to-market strategies, align field sales organizations, and operationalize co-sell programs that deliver measurable business outcomes. Success in this role requires a balance of strategic partnership development, new partner creation, and strong cross-functional execution.

Location: Open to remote within the United States.

Your Daily Adventures Will Include

Strategic Partner Management & Expansion

● Build and grow executive and field-level relationships with key existing partners (AWS, Microsoft, GSIs such as Accenture)
● Identify opportunities to expand existing partnerships through new solution plays, geographies, and business units
● Develop and execute joint business plans aligned to mutual growth objectives

New Partner Development

● Identify, recruit, and onboard new hyperscaler and GSI partners aligned to strategic priorities
● Define partnership value propositions, engagement models, and joint GTM plans for new partners
● Accelerate time-to-value for new partners by establishing early co-sell and pipeline generation motions

Co-Sell & Pipeline Development

● Design, launch, and scale co-sell motions with both existing and new partners
● Drive partner-sourced and partner-influenced pipeline through account mapping, joint prospecting, and coordinated sales plays
● Partner closely with sales leadership to ensure consistent execution of co-sell motions across regions and segments

Internal Sales Enablement

● Enable Outreach sales teams on how to effectively engage with hyperscaler and SI partners
● Build and deliver playbooks, training, and tools to drive field alignment and partner engagement
● Act as the internal advocate for partners, ensuring alignment across sales, marketing, and product teams

Partner GTM & Programs

● Collaborate with partners on joint go-to-market initiatives, including campaigns, events, and industry solution plays
● Support cloud marketplace strategies and co-development opportunities

Performance & Accountability

● Own and track partner-driven pipeline, revenue, and co-sell metrics across both existing and new partners
● Establish KPIs and reporting to measure success, partner ramp, and ongoing performance
● Provide regular updates and insights to senior leadership on partner impact and growth opportunities

Market Intelligence & Strategy

● Stay current on hyperscaler and GSI strategies, ecosystem trends, and competitive landscape
● Identify whitespace opportunities for new partnerships and expansion areas within existing partners

Our Vision of You

• 5 plus years of experience in partner management and, partnership development within IT, technology, or software environments.
• Proven track record of quota achievement and driving partner-led customer engagements.
• Demonstrated ability to define, execute, and scale partner strategies that deliver measurable business impact.
• Strong experience working with hyperscalers (AWS, Microsoft) and Global System Integrators (e.g., Accenture)
• Strong understanding of industry trends, competitive landscape, and market dynamics.
• Exceptional communication, negotiation, and interpersonal skills, with the ability to influence across internal and external stakeholders.
• Strong analytical, problem-solving, and organizational skills, with the ability to operate independently and collaboratively in a fast-paced environment.
• Proficiency with CRM and productivity tools, including Salesforce (SFDC), Google Workspace, and Outreach.
• Bachelor’s degree in Business, Marketing, Computer Science, or related field.
• Ability to travel as needed.

163000 - 193000 USD a year