Partnerships Manager

Own EZO's partnerships, integrations, and marketplaces, and turn them from a set of open threads into a measurable source of pipeline and revenue.

Make partnerships a revenue channel, measured by partner-sourced and partner-influenced pipeline, closed revenue, and the number of partners actually producing.

AssetSonar's strategy is moving from being the center of the IT stack to being the trusted data layer that works alongside the systems customers already run, with Jira as the first proof point. That turns partnerships into a growth channel. Today we have active threads with Jira/Atlassian, Zebra, CrowdStrike, and Avalara, plus marketplace listings across products, and none of them has a dedicated owner with prior partnership experience. Opportunities stall on follow-through: partner requirements go unmet, deadlines slip, and partner activity isn't tied to pipeline.

This is an execution role, not a director seat. Strategy and priorities are set with the CMO and CEO. We need someone who has done partnerships before at a growing company and will run the work hands-on, from the first email to the joint webinar, so we enter 2027 with partner momentum.

• 4+ years in B2B SaaS partnerships, alliances, channel, or business development
• Hands-on experience starting or rebuilding a partner program at a growing company, not only running an established motion inside a large one
• Experience with technology or integration partners and app marketplaces (Atlassian, ServiceNow, Microsoft, Salesforce, or similar)
• A record of partnerships that produced measurable pipeline or revenue, with numbers to back it up
• Ability to take direction and execute independently: run your own work, close loops, and escalate early
• Comfort working with product and engineering on integration scope
• Strong judgment on which partnerships are worth the effort, and the discipline to say no

• Familiarity with ITAM, ITSM, or EAM software categories, or B2B SaaS more broadly
• Experience with hardware or OEM partners (scanning, RFID, mobile printing)
• Experience running partner co-marketing: joint webinars, events, content
• HubSpot experience, including partner attribution
• Daily use of AI tools for partner research, outreach, and reporting

• Own the integration partnerships. Lead the Jira/Atlassian partnership first, then expand to ITSM, RMM, and security platforms our customers run. Work with Product and the squads so integrations become joint value customers pay for, not hobby integrations.
• Close out the partner pipeline. Own every open application, registration, and agreement (including Zebra and CrowdStrike): meet partner requirements such as joint customer references and certifications, work terms through Legal, and hit deadlines.
• Own the marketplaces. Manage listings on Atlassian Marketplace and other app marketplaces across AssetSonar, EZO EAM, and EZRentOut: content, reviews, rankings, and lead flow from each listing.
• Run co-marketing and co-selling. Plan and run joint webinars, events, and campaigns with partners (for example, Avalara on EZRentOut). Set up co-selling with Sales so partner-sourced deals are worked and tracked.
• Run the partner cadence. Hold recurring business reviews with each active partner, keep commitments on both sides, and flag partnerships that aren't producing.
• Measure everything. Track partner-sourced and partner-influenced pipeline and revenue in HubSpot and report monthly to the CMO, with a keep, grow, or cut call on each partner.
• Validate before building infrastructure. Pilot with a few partners and prove results before proposing portals, PRM tools, or new programs.

1. Track record review. Walk us through two or three partnerships you personally ran: how they started, what you did, and what pipeline or revenue they produced.
2. Live partnership exercise. You'll get a real EZO prompt (for example, "build the first 90-day plan for our Jira/Atlassian partnership" or "a partner requires three joint customer references before approving us; how do you get there?"). Walk us through your approach live, using the tools you normally use.
3. Reference checks with partner contacts or managers who can speak to execution, follow-through, and results.