Partner Development Manager

About The Role

You own a portfolio of ISV and technology partners. You are the point of contact for companies with which we integrate (AI model providers, data platforms, developer tools, and infrastructure) and ISVs whose solutions are complementary to ours: sourcing and qualifying new partnerships, running outreach and partner program applications, facilitating commercial negotiations, crafting better-together stories and packages, and executing on the joint go-to-market initiatives that follow, including business development and co-selling. This half of the job is building relationships, assessing product-market fit to enhance the solutions we deliver to our customers, and crafting/telling each 'better together' story.

You tie co-sell know-how with sales enablement and workflow optimization to accelerate pipeline with AWS and channel partner co-sell programs and internal collaboration with sales. You will evangelize partnerships within our ecosystem, customer base and pipeline in order to identify opportunities to sell joint solutions and/or in collaboration with partners. You seek out and execute on opportunities to sell your partnerships internally and externally to drive pipeline.

You'll get exposure to nearly every facet of a modern partner ecosystem: channel and reseller motions, the beginnings of our systems integrator strategy, partner marketing and field events, marketplace economics, and partner operations in Salesforce. Few partner roles offer this much surface area this early. You'll inherit and extend our suite of AI-assisted workflows so that the mechanics run at scale while your judgment goes to deal framing, prioritization, and exceptions. You'll be invited to recommend and build efficient and effective co-sell workflows with access to the best AI tools available. You'll work directly with the VP of Partners and Alliances, closely with your team, and cross-functionally to support the top-down initiative to drive growth through partners.

We offer a competitive salary. The salary range will be around $200,000 - $230,000, annually.

What We're Looking For

• 3-6 years in partner management, alliances, partner operations, or channel roles at a B2B SaaS company or cloud provider; cloud, DevOps, data, or FinOps ecosystem experience strongly preferred.

• Genuine technical curiosity: you can read software documentation, understand how billing and usage data flows through an integration, speak to product use cases and hold your own with a partner's solution architects. You don't need to write production code, but you need to be curious and thoughtful about technology.

• Hands-on experience with the AWS partner ecosystem or demonstrated ability to master a hyperscaler alliance program quickly.

• Demonstrated fluency with AI tools as an operating model, not a novelty: you've built or run agentic/automated workflows (e.g., Claude, or comparable tooling) to multiply your own output, and you can show what you automated and what it freed you to do.

• Strategic judgment about ecosystems: you form defensible opinions on which partnerships matter and why, grounded in product fit and market trajectory rather than logo collecting.

• Working proficiency in Salesforce: reports, opportunity hygiene, and partner-related fields; experience with co-sell tooling (e.g., Labra, WorkSpan, Tackle) is a plus.

• Exceptional follow-through, amplified by systems: you instrument your own work so nothing drops, and you treat a follow-up window as a commitment.

• Strong written communication; much of this job is crisp async updates, partner-facing emails, and internal enablement content.

• Willingness to travel (~20-30%) for partner meetings, field events, and industry conferences.

Our Values

We're a hybrid company with a big vision and a startup soul. If you're excited to help shape the future of cloud infrastructure and join a team that cares deeply about what (and how) we build—we'd love to meet you.