Senior Partner Manager( Strategic Alliances / AI Infrastructure)

Company DescriptionMirantis, 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. Job DescriptionWe 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 OwnershipOwn a defined set of strategic partners Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorshipServe as the primary point of accountability for portfolio partner successGo-To-Market & Revenue ImpactDeeply contemplate partner thesis, objectives, and incentives and match to our ownDrive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignmentWork closely with Sales to:Identify priority accounts to engage partnersSupport deal strategy and positioningRemove friction in complex, multi-party dealsEnable sales teams with partner messaging, playbooks, and competitive contextCross-Functional LeadershipPartner with Product and Engineering to influence:IntegrationsRoadmap alignmentPartner-driven feature requirementsCollaborate with Marketing on:LaunchesField enablementPartner campaigns and eventsAlign with Finance and RevOps on forecasting, attribution, and reportingExecutive & Partner EngagementBuild trusted relationships with partner executives and internal senior leadershipRepresent the company in executive briefings, partner QBRs, and industry eventsCommunicate market trends, partner feedback, and competitive insights to the businessOperational ExcellenceEstablish clear success metrics (pipeline, revenue, adoption, partner health)Maintain structured partner cadences, reporting, and internal alignmentIdentify gaps, risks, and opportunities early—and act decisivelySuccess Metrics (First 6-12 Months)Active joint GTM motions with top partnersMeaningful growth in partner-sourced and partner-influenced pipelineIncreased sales confidence and adoption of partner playsStrong executive relationships with priority partner executivesClear, repeatable partner engagement modelQualificationsExperience5–9 years in partnerships, alliances, or enterprise business developmentProven experience in B2B software, SaaS, cloud, or platform companiesDemonstrated success working with:Strategic partnersHyperscalers or infrastructure providersOther large ecosystem partnersTrack record of driving pipeline or revenue, not just managing relationshipsSkills & AttributesComfortable navigating complex, multi-stakeholder environmentsStrong commercial instincts; understands how deals actually closeExecutive presence with the ability to influence without authorityHighly structured, which enables adaptability in ambiguous situationsClear communicator both internally and externallyData-driven, process-oriented, and accountableNice to HaveExperience scaling partnerships in a high-growth environmentExposure to global or regional partner ecosystemsBackground working closely with Product and Engineering teamsWhy Join UsHigh-impact role with direct visibility to executive leadershipOpportunity to shape and scale a strategic partner ecosystemClear path for growth as the partnerships function expandsWork on complex, meaningful problems with strong market tailwindsAdditional InformationWhat 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.We are a Leader for Container Management in G2 (#2 after AWS)!SummaryType: Full-timeFunction: SalesExperience level: Mid-Senior LevelIndustry: Computer Software