Partner Manager

Summary

Join Ema, a leading AI technology company, as a Partner Manager to spearhead strategic partnerships with various industry players. You will play a crucial role in building and scaling a partner-led growth channel, collaborating with sales, marketing, product, and customer success teams. This hybrid role requires a seasoned professional with experience in developing strategic partnerships, enabling partner sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprises. You will be responsible for identifying, onboarding, and growing key go-to-market (GTM) partners, building joint value propositions, and leading partner enablement efforts. The ideal candidate is entrepreneurial, data-driven, and relationship-focused, thriving at the intersection of strategy and execution.

Requirements

• 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
• Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes
• Knowledge of partner program design, including incentives, MDF, and co-sell playbooks
• Deep understanding of enterprise sales motions, especially in AI and automation
• Excellent negotiation, relationship management, and stakeholder communication skills
• Strategic thinker with an ability to move fast and execute in a startup environment

Responsibilities

• Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators
• Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases
• Lead partner enablement efforts, including training, certifications, and sales collateral
• Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration
• Structure and negotiate partnership agreements, incentives, and success metrics
• Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities
• Track joint deals, monitor partner-influenced pipeline, and measure revenue impact
• Build and scale partner programs, including onboarding flows, partner portals, and reporting tools
• Define partner success metrics and lead quarterly business reviews (QBRs)
• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth
• Stay up to date on trends in enterprise AI and evolving GTM models
• Represent the company at industry events, partner conferences, and ecosystem forums

Preferred Qualifications

• Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms
• Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems
• Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems
• Good understanding of software development principles, data structures, and algorithms
• Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking
• The ability to work collaboratively in an extremely fast-paced, startup environment