Partnerships

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partnerships professional based in United States.

This is a high-ownership opportunity to build a partner ecosystem from the ground up for a fast-moving infrastructure technology business. You’ll define which cloud providers, systems integrators, technology companies, and strategic partners are worth pursuing and turn those relationships into measurable revenue. The role combines partner strategy, technical integrations, marketplace development, co-selling, and commercial negotiation. You’ll work closely with cloud providers and internal engineering teams to bring partnerships from initial discussions through signed agreements, integrations, and customer opportunities. Rather than managing partnerships for the sake of activity, you’ll be accountable for creating a repeatable sales channel with tangible business impact. The environment is highly autonomous, technical, entrepreneurial, and focused on shipping meaningful outcomes quickly.

Accountabilities

• Build and own the overall partner strategy, identifying high-value opportunities across cloud service providers, systems integrators, technology partners, peers, and research or AI organizations.
• Establish and manage strategic relationships with major cloud providers, including GCP, AWS, and Azure, and drive marketplace initiatives from initial setup through active pipeline generation and revenue.
• Develop repeatable partnership-led sales motions, including co-selling, marketplace transactions, joint account planning, and partner-sourced opportunities.
• Build relationships with systems integrators and position the product within existing implementations and customer projects.
• Structure, negotiate, and close partnership agreements and co-selling arrangements with partner alliance and business development teams.
• Navigate complex partner organizations independently, identify the right stakeholders, create momentum, and move relationships toward signed integrations and commercial outcomes.
• Partner closely with Engineering to understand technical partner requirements and translate relevant feedback into product improvements and integrations.
• Help create technical demonstrations, integrations, and lightweight tooling where needed to accelerate partner adoption and customer opportunities.
• Track partnership performance against tangible outcomes such as pipeline, integrations, marketplace transactions, co-sell activity, and revenue.
• Build the foundations, processes, and playbooks required to turn successful partnerships into a scalable and repeatable growth channel.

Requirements

• Demonstrated experience building and managing strategic partnerships with a strong focus on measurable commercial outcomes.
• Technical fluency and comfort discussing APIs, cloud infrastructure, integrations, and developer-focused technology with both technical and commercial stakeholders.
• Proven ability to develop partner strategy independently, structure deals, negotiate agreements, and take ownership from opportunity identification through execution.
• Strong understanding of cloud provider marketplaces as genuine sales and distribution channels rather than simply product-listing platforms.
• Experience navigating large partner organizations, identifying decision-makers, developing relationships from scratch, and progressing opportunities without relying on established introductions.
• Strong commercial orientation, with a track record of connecting partnerships directly to pipeline, customer acquisition, transactions, or revenue.
• Excellent written and verbal communication skills, with the ability to explain complex technical and commercial concepts clearly and concisely.
• Strong relationship-building skills and the judgment to collaborate effectively across organizational boundaries, including when navigating setbacks or conflicting priorities.
• Comfortable operating with significant autonomy in an ambiguous, fast-moving environment where there may be no predefined playbook.
• Experience establishing technical partnerships, cloud alliances, or marketplace go-to-market programs within an infrastructure, developer-tools, SaaS, or related technology company is highly desirable.
• Hands-on experience with GCP, AWS, or Azure marketplaces, including private offers, metering, and co-sell programs, is a strong asset.
• Background in vector search, full-text search, data infrastructure, or related developer technologies is advantageous.
• Ability to build demos, integrations, or lightweight technical tooling independently is a plus.
• Experience closing co-sell opportunities while maintaining constructive, accountable relationships with partners is valued.

Benefits

• Full-time, remote opportunity open to candidates across North America.
• High degree of autonomy and ownership over the creation of a partner program from the ground up.
• Direct responsibility for building a new revenue channel and influencing commercial strategy.
• Opportunity to work closely with major cloud platforms, systems integrators, technology partners, and technical teams.
• Exposure to cloud marketplaces, co-selling, strategic alliances, technical integrations, and developer-focused infrastructure.
• Collaborative environment that values initiative, experimentation, practical execution, and customer impact.
• Opportunity to work at the intersection of cloud infrastructure, search, data, and emerging AI technologies.
• Culture that encourages people to take initiative, demonstrate their work, simplify complexity, and contribute directly to customer outcomes.