Job
Description
We’re hiring a Partnerships Lead to architect and execute our partner growth strategy. This is a strategic, cross-functional role focused on unlocking high-leverage opportunities with hyperscalers, global SIs, AI-focused platforms, and GTM partners. You’ll lead co-sell motions, integration alliances, and reseller/channel programs to scale our market presence and customer value. Key Responsibilities Ecosystem Strategy & Execution: Develop and drive our partner strategy across Cloud (AWS, Azure, GCP), Global SIs, industry ISVs, and emerging AI solution providers. Hyperscaler GTM: Own co-sell relationships, marketplace listings, and joint campaigns with AWS, Azure, and GCP. Secure solution validations, co-marketing programs, and sales alignment. Channel GTM: Build and manage reseller channel, and VAR programs. Develop enablement playbooks, pricing models, and incentive structures to drive pipeline growth. Strategic Integrations: Forge alliances with complementary tech players in CX automation, AI orchestration, and vertical-specific AI. Design joint value propositions and bundled solutions. Partner Evangelism: Cultivate trusted relationships with partner executives—Cloud PDMs, SI leads, and GTM heads. Represent at joint events, roadshows, and executive briefings. Cross-Functional Leadership: Work with Sales, Product, Marketing, and Customer Success to embed partnerships into core business execution. Define KPIs, track partner performance, and drive ROI. Ideal Candidate Profile Experience : 8+ years in partner, alliances, or ecosystem leadership roles at SaaS, enterprise software, or AI-native companies. Cloud Expertise : Strong track record working with AWS, Azure, or GCP partner teams, including marketplace and co-sell motions. Partner Network : Familiarity with GSIs, strategic ISVs, and AI-focused consultancies Strategic & Operational Agility : Ability to shape high-level GTM strategy while driving hands-on execution and partner success. AI Fluency : Understanding of GenAI, LLMs, and enterprise automation trends is a major plus. Travel Flexibility : Willingness to travel for key partner activationCo-, conferences, and joint GTM initiatives. Show more Show less
