Senior Partner Manager (Strategic Alliances)

Responsibilities

• Strategic Partner Ownership
• Own a defined set of strategic partners
• Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorship
• Serve as the primary point of accountability for portfolio partner success
• Go-To-Market & Revenue Impact
• Deeply contemplate partner thesis, objectives, and incentives and match to our own
• Drive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignment
• Work closely with Sales to:
• Identify priority accounts to engage partners
• Support deal strategy and positioning
• Remove friction in complex, multi-party deals
• Enable sales teams with partner messaging, playbooks, and competitive context
• Cross-Functional Leadership
• Partner with Product and Engineering to influence:
• Integrations
• Roadmap alignment
• Partner-driven feature requirements
• Collaborate with Marketing on:
• Launches
• Field enablement
• Partner campaigns and events
• Align with Finance and RevOps on forecasting, attribution, and reporting
• Executive & Partner Engagement
• Build trusted relationships with partner executives and internal senior leadership
• Represent the company in executive briefings, partner QBRs, and industry events
• Communicate market trends, partner feedback, and competitive insights to the business
• Operational Excellence
• Establish clear success metrics (pipeline, revenue, adoption, partner health)
• Maintain structured partner cadences, reporting, and internal alignment
• Identify gaps, risks, and opportunities early-and act decisively
• Success Metrics (First 6-12 Months)
• Active joint GTM motions with top partners
• Meaningful growth in partner-sourced and partner-influenced pipeline
• Increased sales confidence and adoption of partner plays
• Strong executive relationships with priority partner executives
• Clear, repeatable partner engagement model
• Why Join Us
• High-impact role with direct visibility to executive leadership
• Opportunity to shape and scale a strategic partner ecosystem
• Clear path for growth as the partnerships function expands
• Work on complex, meaningful problems with strong market tailwinds

Requirements

• 5+ years in partnerships, alliances, or enterprise business development
• Proven experience in B2B software, SaaS, cloud, or platform companies
• Demonstrated success working with:
• Strategic partners
• Hyperscalers or infrastructure providers
• Other large ecosystem partners
• Track record of driving pipeline or revenue, not just managing relationships
• Skills & Attributes
• Comfortable navigating complex, multi-stakeholder environments
• Strong commercial instincts; understands how deals actually close
• Executive presence with the ability to influence without authority
• Highly structured, which enables adaptability in ambiguous situations
• Clear communicator both internally and externally
• Data-driven, process-oriented, and accountable
• Experience scaling partnerships in a high-growth environment
• Exposure to global or regional partner ecosystems
• Background working closely with Product and Engineering teams
• Compensation Range: $170K -$185K + Bonus
• What does Mirantis offer you?
• Work with an established Silicon Valley leader in the cloud infrastructure industry;
• Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies;
• Be a part of cutting-edge, open-source innovation;
• Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued;
• Professional development and training;
• Attend conferences and working groups;
• Company outings, happy hours, hackathons, and tech talks;
• Receive a competitive compensation package with a strong benefits plan.

Benefits

Additional Information

We are seeking a Senior Partner Manager to build, scale, and operationalize high-impact strategic partnerships that drive product innovation, dynamic co-marketing, and building pipeline, revenue, and product adoption. This role is ideal for a commercially minded partnerships leader who thrives at the intersection of strategy, go-to-market execution, and cross-functional leadership. You will own a select portfolio of strategic technology ecosystem partners, penetrating partner org charts, developing joint value propositions, enabling field teams, and generating measurable business outcomes. This is not a channel operations role. Success is defined by partner influence, innovative partner campaigns, deal acceleration, and long-term partner leverage.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Mirantis? Share your experience