Bachelor's degree and 5+ years in partnerships, business development, alliances, or channel roles; OR 9+ years in lieu of a degree
2+ years managing a portfolio of 10+ technology or ISV partners simultaneously
Experience launching or operating technology partner, ISV, or marketplace programs
Preferred experience in developer tools, AI/ML, or B2B SaaS targeting engineering leaders
Familiarity with cloud marketplaces and hyperscaler partner programs (AWS, Azure, Google Cloud)
Proven ability to create partner onboarding and activation playbooks
Technical fluency in discussing integrations and APIs with partners and engineering teams
Responsibilities
Own a portfolio of technology and ISV partners, focusing on recruitment, onboarding, activation, and expansion
Develop joint plans with priority partners, including shared goals and success metrics
Build and scale marketplace and ISV motions, ensuring readiness and engagement models
Identify and prove new routes to market with select partners, creating repeatable programs
Manage operational rhythms such as pipeline syncs and business reviews for large partner portfolios
Act as the primary liaison for ISV and marketplace initiatives across Product, Engineering, Sales, and Marketing
Coordinate joint narratives and launches with Marketing to drive pipeline creation
Benefits
Hybrid work model with flexibility between remote and in-office
Opportunity to work with cutting-edge technology partners
Access to a collaborative and cross-functional team environment
Professional development opportunities in a growing field
Engagement with high-impact partnerships that drive business growth
Full Job Description
Partnerships 3 Full-time 3 San Francisco, CA; New York, NY Apply
About the role
This is a hybrid of GTM and technology partner strategy. Your top focus is running partner relationships at scale and building an ISV / marketplace ecosystem that our GTM team can leverage: partners ready to co-sell and co-market with, listings and joint plays that attach cleanly to field motions, and an operating model that makes the portfolio usable by Sales, Marketing, and Product.
You own the partner side of the motion - portfolio health, activation, programs, and cross-functional orchestration - so GTM has an ecosystem to leverage in deals and campaigns without each relationship needing a bespoke rebuild.
Responsibilities
Portfolio & commercial ownership
Own a portfolio of technology and ISV partners across recruit 1 onboard 1 activate 1 expand; go deep on the highest-impact relationships and keep the broader set productive with programmatic coverage
Build joint plans with priority partners (shared goals, listing / integration milestones, co-sell / co-market, success metrics) and own outcomes - partner-sourced or influenced pipeline, marketplace activity, activation velocity, partner health
Marketplace, ISV programs & scale motions
Build and scale marketplace / ISV motions: listing readiness, activation playbooks, engagement models or tiers as needed, and field-ready co-sell / co-market plays
Prove new routes to market with a small partner set (co-market launches or programs that create pipeline, co-sell plays), then turn what works into repeatable programs
Run the operating rhythm - pipeline syncs, business reviews, executive check-ins, escalations - that still works when the book is large
Cross-functional liaison
Act as the primary internal owner for ISV / marketplace workstreams across Product, Eng, Sales, and Marketing
Drive three-way coordination with AEs (SpaceXSI 1 partner 1 customer) and partner with Marketing on joint narratives, launches, and marketplace discovery that create real pipeline
Serve as the voice of the technology partner ecosystem inside SpaceXSI, and bring structure (operating model, scorecards, rules of engagement) as the portfolio grows
Basic Qualifications
Bachelors degree and 5+ years of professional experience in partnerships, business development, alliances, or channel roles; OR 9+ years of professional experience in partnerships, business development, alliances, or channel roles in lieu of a degree
2+ years managing a portfolio of 10 or more technology or ISV partners at the same time
Experience launching or operating a technology partner, ISV, or marketplace program (e.g., partner onboarding, marketplace listings, or co-sell)
Preferred Qualifications
Partnerships experience at a developer tools, AI/ML, or B2B SaaS company selling to engineering leaders and developers
Experience with cloud marketplaces and hyperscaler partner programs (AWS, Azure, Google Cloud), including co-sell motions and three-way plays with ISVs
Built partner onboarding, listing-readiness, or activation playbooks used across a multi-partner portfolio
Ran co-sell plays with account executives across SpaceXSI, partner, and customer, and tracked partner-sourced or partner-influenced pipeline
Ran joint co-marketing launches or campaigns with partner marketing teams that generated pipeline
Technical fluency to discuss integrations, APIs, and product fit with partners and Product / Engineering teams
Experience using Salesforce for partner pipeline and attribution, and partner tools such as Crossbeam or PartnerStack
