Senior Partner Manager (Hyperscalers & System Integrators)

Requirements

• 5 plus years of experience in partner management and partnership development within IT, technology, or software environments
• Proven track record of quota achievement and driving partner-led customer engagements
• Demonstrated ability to define, execute, and scale partner strategies that deliver measurable business impact
• Strong experience working with hyperscalers (AWS, Microsoft) and Global System Integrators (e.g., Accenture)
• Strong understanding of industry trends, competitive landscape, and market dynamics
• Exceptional communication, negotiation, and interpersonal skills, with the ability to influence across internal and external stakeholders
• Strong analytical, problem-solving, and organizational skills, with the ability to operate independently and collaboratively in a fast-paced environment
• Proficiency with CRM and productivity tools, including Salesforce (SFDC), Google Workspace, and Outreach
• Bachelor’s degree in Business, Marketing, Computer Science, or related field
• Ability to travel as needed

What the job involves

• The Senior Partner Management team is responsible for managing and developing relationships with key partners
• They work closely with internal teams to align partner activities with company goals and provide exceptional support to our partners
• The team operates at the center of a rapidly evolving revenue AI landscape, engaging deeply with leading AI, ISV, and Cloud partners to accelerate innovation and strategic growth
• The Senior Partner Manager – Hyperscalers & System Integrators is responsible for both expanding strategic relationships with existing partners and building new partnerships across cloud providers and GSIs, including AWS, Microsoft, and firms such as Accenture
• This role is focused on developing and executing high-impact co-sell motions, driving partner-sourced and partner-influenced pipeline, and enabling internal sales teams to effectively engage partners to accelerate revenue growth
• This individual will define and scale joint go-to-market strategies, align field sales organizations, and operationalize co-sell programs that deliver measurable business outcomes
• Success in this role requires a balance of strategic partnership development, new partner creation, and strong cross-functional execution
• Build and grow executive and field-level relationships with key existing partners (AWS, Microsoft, GSIs such as Accenture)
• Identify opportunities to expand existing partnerships through new solution plays, geographies, and business units
• Develop and execute joint business plans aligned to mutual growth objectives
• Identify, recruit, and onboard new hyperscaler and GSI partners aligned to strategic priorities
• Define partnership value propositions, engagement models, and joint GTM plans for new partners
• Accelerate time-to-value for new partners by establishing early co-sell and pipeline generation motions
• Design, launch, and scale co-sell motions with both existing and new partners
• Drive partner-sourced and partner-influenced pipeline through account mapping, joint prospecting, and coordinated sales plays
• Partner closely with sales leadership to ensure consistent execution of co-sell motions across regions and segments
• Enable Outreach sales teams on how to effectively engage with hyperscaler and SI partners
• Build and deliver playbooks, training, and tools to drive field alignment and partner engagement
• Act as the internal advocate for partners, ensuring alignment across sales, marketing, and product teams
• Collaborate with partners on joint go-to-market initiatives, including campaigns, events, and industry solution plays
• Support cloud marketplace strategies and co-development opportunities
• Own and track partner-driven pipeline, revenue, and co-sell metrics across both existing and new partners
• Establish KPIs and reporting to measure success, partner ramp, and ongoing performance
• Provide regular updates and insights to senior leadership on partner impact and growth opportunities
• Stay current on hyperscaler and GSI strategies, ecosystem trends, and competitive landscape
• Identify whitespace opportunities for new partnerships and expansion areas within existing partners