Partner Manager – Technology Partners

United StatesRemoteFull-timemid

SalesPartner Manager

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Requirements Summary

Develop integrated offerings and joint solutions that position the company's technology within partner ecosystems and create additional value for enterprise customers.

Technical Tools

SalesPartner Manager

The Partner Manager – Technology Partners will play a pivotal role in building and expanding strategic technology alliances within the enterprise software and industrial technology ecosystem. This position focuses on developing high-impact partnerships with major platforms, starting with SAP, to strengthen product integrations, accelerate market adoption, and generate new business opportunities. Working closely with Product, Engineering, Sales, Marketing, and Delivery teams, you will transform strategic relationships into certified integrations, joint solutions, and measurable commercial results. You will establish collaborative go-to-market strategies and drive co-selling initiatives alongside partner sales organizations. This is an exciting opportunity to build a technology partner ecosystem from the ground up within a fast-growing Industrial AI environment. Your contributions will directly influence revenue growth, customer adoption, and the company's long-term market position.

Develop strategic technology partnerships: Lead and expand relationships with major enterprise technology platforms, including SAP, IBM Maximo, ServiceNow, and industrial data platforms.
Drive integration initiatives: Collaborate with Product and Engineering teams to identify integration opportunities, define technical requirements, coordinate development, and secure partner certifications.
Build joint solutions: Develop integrated offerings and joint solutions that position the company's technology within partner ecosystems and create additional value for enterprise customers.
Expand partner ecosystem presence: Secure relevant product listings, certifications, and visibility across technology partner marketplaces and platforms.
Strengthen partner relationships: Build and maintain relationships with partner executives, alliance managers, field sales teams, and other key stakeholders to maximize collaboration and commercial opportunities.
Lead co-selling initiatives: Establish effective co-selling frameworks, define engagement rules, and coordinate joint account planning with internal Account Executives and partner sales organizations.
Generate business opportunities: Drive partner-sourced and partner-influenced sales pipelines, ensuring alignment with revenue targets and broader commercial objectives.
Manage pipeline performance: Track partnership-generated opportunities, influenced revenue, and commercial progress through CRM systems, providing regular performance updates and reporting.
Coordinate cross-functional execution: Work with Marketing, Product, Engineering, Sales, and Delivery teams to support co-marketing campaigns, technical integrations, and partner-led customer implementations.
Measure partnership success: Monitor key performance indicators, including certified integrations, active technology partnerships, partner-generated pipeline, influenced revenue, joint wins, and customer adoption of integrations.

Requirements

~2 min read

Professional experience: 8–13 years of experience in enterprise B2B software, including at least 4 years in technology partnerships, strategic alliances, or partner management.
Technology partnership expertise: Demonstrated experience managing strategic alliances with at least one major enterprise technology platform, including the development of integrations, certifications, and joint solutions.
Commercial performance: Proven track record of owning and achieving partner-sourced or partner-influenced pipeline and revenue targets.
Co-selling experience: Strong experience collaborating with direct enterprise sales teams and partner organizations to develop opportunities, manage strategic accounts, and close joint business.
Enterprise software knowledge: Understanding of enterprise technology ecosystems, platform integrations, and technology partnership models.
Executive communication: Excellent communication, presentation, relationship-building, and negotiation skills, with the ability to engage senior executives and influence stakeholders across organizations.
Cross-functional collaboration: Ability to work effectively with technical and commercial teams, translating business objectives into actionable partnership strategies.
Strategic mindset: Strong business development and analytical capabilities, with the ability to identify market opportunities, establish priorities, and deliver measurable results.

Preferred Qualifications:

Previous experience in quota-carrying enterprise sales before transitioning into strategic partnerships or alliance management, ideally with President's Club recognition or equivalent sales achievements.
Familiarity with the SAP partner ecosystem and experience developing SAP-related integrations or joint commercial initiatives.
Experience with industrial data platforms such as AVEVA PI, Snowflake, or Databricks.
Background in industrial software, Asset Performance Management (APM), Industrial Internet of Things (IIoT), or manufacturing technology.
Experience working in a Series A–C startup or another high-growth technology environment.