About the RoleYou will own a diverse portfolio and evaluate every partner against the same questions: can this relationship drive growth, better outcomes for our customers, and how fast? Candidates who need a partner to fit a predefined category before they know what to do with it will find this role frustrating. Candidates who like figuring out the right shape for each relationship will thrive.
You will source and qualify new partners, run outreach, manage program applications, and facilitate the commercial negotiations that follow. You structure each relationship around the value it can actually create rather than a template: some partnerships are built on an integration, some on delivery capability, some on account access, some on a joint offering. You decide which, make the case internally, and get it signed.
You9ll evangelize partnerships across our ecosystem, customer base, and open pipeline to find opportunities to sell jointly, and you work the other direction too: helping partners find Finout opportunities inside their own accounts, supporting them through the deal, and making sure sourced and influenced activity is registered, tracked, and credited correctly. You tie co-sell know-how to sales enablement and workflow optimization to accelerate pipeline through AWS and partner co-sell programs and through close internal collaboration with sales. A partnership that looks good on paper and produces nothing is a partnership you either fix or retire.
You9ll get exposure to nearly every facet of a modern partner ecosystem: partner sourcing and negotiation, joint solution development, hyperscaler alliance mechanics, delivery and implementation strategy, partner marketing and field events, marketplace economics, and partner operations in Salesforce. Few partner roles offer this much surface area this early. You9ll inherit and extend our suite of AI-assisted workflows so that the mechanics run at scale while your judgment goes to partner selection, deal framing, prioritization, and exceptions. You9ll be invited to recommend and build efficient and effective partner and co-sell workflows with access to the best AI tools available. You9ll work directly with the VP of Partners and Alliances, closely with your team, and cross-functionally with sales, customer success, and product to support the top-down initiative to drive growth through partners.
We offer a competitive salary. The salary range will be around $200,000 - $230,000, annually.
What We9re Looking For- 5-7 years in partner management, alliances, partner operations, channel, or business development at a B2B SaaS company or cloud provider; cloud, DevOps, data, or FinOps ecosystem experience strongly preferred.
- A track record of partner-driven pipeline. You can point to specific opportunities that existed because of a partnership you managed, explain how they were sourced and registered, and say what you personally did to move them.
- Range across relationship types. You9ve built partnerships that monetized in different ways, and you don9t need a fixed playbook handed to you before you can start. Tell us about two partnerships you ran that worked completely differently from each other.
- Commercial fluency: you can structure and negotiate the terms that fit a given relationship, understand how your partner makes money, and hold a credible conversation about economics rather than just enthusiasm.
- Genuine technical curiosity: you can read software documentation, understand how billing and usage data flows through an integration, speak to product use cases, run a credible demo, and hold your own with a partner9s technical team. You don9t need to write production code, but you need to be curious and thoughtful about technology.
- Hands-on experience with the AWS partner ecosystem or demonstrated ability to master a hyperscaler alliance program quickly.
- Demonstrated fluency with AI tools as an operating model, not a novelty: you9ve built or run agentic/automated workflows (e.g., Claude, or comparable tooling) to multiply your own output, and you can show what you automated and what it freed you to do.
- Strategic judgment about ecosystems: you form defensible opinions on which partnerships matter and why, grounded in product fit, capability, and market trajectory rather than logo collecting. You can tell the difference between a partner with real capability and one with a slide about it.
- Working proficiency in Salesforce: reports, opportunity hygiene, and partner-related fields; experience with co-sell tooling (e.g., Labra, WorkSpan, Tackle) or a PRM is a plus.
- Exceptional follow-through, amplified by systems: you instrument your own work so nothing drops, and you treat a follow-up window as a commitment.
- Strong written communication; much of this job is crisp async updates, partner-facing emails, and enablement content.
- Willingness to travel (~20-30%) for partner meetings, enablement sessions, field events, and industry conferences.
