Partner Manager

About the Role
The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, focusing on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning priorities with field and partner execution.

Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs), the Partner Manager drives co-sell motions, identifies new buying centers, expands into new markets and net new logos, and ensures partners deliver successful customer engagements. This role is not solution- or product-specific and emphasizes partner growth, sales effectiveness, and scalable execution across various routes to market.

What You Get to Do in This Role:

• Own end-to-end partner lifecycle management, including strategic partner planning and go-to-market (GTM) business plans to drive sales pipeline and growth.
• Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales.
• Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects.
• Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue.
• Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions.
• Collaborate with TPAs to align sales plays to Routes to Market and guide partners on how to sell effectively.
• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking.
• Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk.
• Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed.

Qualifications
To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• 5 - 10+ years in partner management, alliances, or ecosystem roles.
• Comfort operating in ambiguity with a bias toward action.
• Executive communication and relationship management skills.
• Ability to influence and operate in a matrixed organization.
• Experience developing and executing GTM strategies through partner ecosystems.
• Strong understanding of partner-led and co-sell sales motions.

Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories assigned to employees depending on the nature of their work and their assigned work location. To determine eligibility for a work persona, eligibility may be confirmed based on the distance between your primary residence and the closest office using a third-party service.

Equal Opportunity Employer
This organization is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law.

Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use the online application and need an alternative method to apply, please contact for assistance.

Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, the organization may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon obtaining any export license or other approval that may be required by relevant export control authorities.