Partner Manager – Technology Partners

Accountabilities: Develop strategic technology partnerships: Lead and expand relationships with major enterprise technology platforms, including SAP, IBM Maximo, ServiceNow, and industrial data platforms. Drive integration initiatives: Collaborate with Product and Engineering teams to identify integration opportunities, define technical requirements, coordinate development, and secure partner certifications. Build joint solutions: Develop integrated offerings and joint solutions that position the company's technology within partner ecosystems and create additional value for enterprise customers. Expand partner ecosystem presence: Secure relevant product listings, certifications, and visibility across technology partner marketplaces and platforms. Strengthen partner relationships: Build and maintain relationships with partner executives, alliance managers, field sales teams, and other key stakeholders to maximize collaboration and commercial opportunities. Lead co-selling initiatives: Establish effective co-selling frameworks, define engagement rules, and coordinate joint account planning with internal Account Executives and partner sales organizations. Generate business opportunities: Drive partner-sourced and partner-influenced sales pipelines, ensuring alignment with revenue targets and broader commercial objectives. Manage pipeline performance: Track partnership-generated opportunities, influenced revenue, and commercial progress through CRM systems, providing regular performance updates and reporting. Coordinate cross-functional execution: Work with Marketing, Product, Engineering, Sales, and Delivery teams to support co-marketing campaigns, technical integrations, and partner-led customer implementations. Measure partnership success: Monitor key performance indicators, including certified integrations, active technology partnerships, partner-generated pipeline, influenced revenue, joint wins, and customer adoption of integrations. Requirements Professional experience: 8–13 years of experience in enterprise B2B software, including at least 4 years in technology partnerships, strategic alliances, or partner management. Technology partnership expertise: Demonstrated experience managing strategic alliances with at least one major enterprise technology platform, including the development of integrations, certifications, and joint solutions. Commercial performance: Proven track record of owning and achieving partner-sourced or partner-influenced pipeline and revenue targets. Co-selling experience: Strong experience collaborating with direct enterprise sales teams and partner organizations to develop opportunities, manage strategic accounts, and close joint business. Enterprise software knowledge: Understanding of enterprise technology ecosystems, platform integrations, and technology partnership models. Executive communication: Excellent communication, presentation, relationship-building, and negotiation skills, with the ability to engage senior executives and influence stakeholders across organizations. Cross-functional collaboration: Ability to work effectively with technical and commercial teams, translating business objectives into actionable partnership strategies. Strategic mindset: Strong business development and analytical capabilities, with the ability to identify market opportunities, establish priorities, and deliver measurable results. Preferred Qualifications: Previous experience in quota-carrying enterprise sales before transitioning into strategic partnerships or alliance management, ideally with President's Club recognition or equivalent sales achievements. Familiarity with the SAP partner ecosystem and experience developing SAP-related integrations or joint commercial initiatives. Experience with industrial data platforms such as AVEVA PI, Snowflake, or Databricks. Background in industrial software, Asset Performance Management (APM), Industrial Internet of Things (IIoT), or manufacturing technology. Experience working in a Series A–C startup or another high-growth technology environment. Benefits Founding-team opportunity: Help establish and shape a technology partnerships organization from the ground up. Strategic ownership: Take responsibility for building relationships with major global technology platforms and influencing go-to-market strategy. Direct business impact: See your partnership initiatives translate into measurable revenue growth, customer acquisition, and product adoption. High-growth environment: Join an innovative Industrial AI business addressing complex challenges in industrial operations and enterprise technology. Cross-functional exposure: Collaborate with experienced professionals across Sales, Product, Engineering, Marketing, and Delivery. Remote flexibility: Work remotely from the United States. Career development: Opportunity to build a strategic partner ecosystem and develop a leadership position within a growing technology organization. Compensation: Salary range and additional benefits were not specified in the job posting.