Job DescriptionDenodo is seeking an entrepreneurial, highly organized, and results-driven AI Partnerships Manager/Director to build and scale strategic alliances across the AI ecosystem-from agentic AI platform providers to cloud hyperscalers delivering advanced AI capabilities. This role is responsible for sourcing and establishing new partnerships, co-developing joint solutions, driving co-GTM and co-sell motions, and delivering measurable revenue impact. You will play a critical role in shaping Denodo's AI partner ecosystem and expanding our market reach.
Base salary range of $185,000 to $200,000 USD (depending on experience and qualifications),
plus an additional MBO bonus schemeJob Responsibilities & DutiesPartner Identification, Evaluation, Management:- Continuously research and identify strategic AI partners aligned with Denodo's market strategy and product roadmap.
- Develop a clear "better together" narrative and joint value proposition for each priority partner.
- Build and manage outreach pipelines; engage key stakeholders at target partners to qualify opportunities and establish executive alignment.
- Lead discussions and cross-functional coordination to structure, negotiate, and finalize partnership agreements.
Joint Solutions, Go-to-Market Strategy and Execution:- Build joint business plans covering integration strategy, co-build initiatives, co-marketing, and co-sell motions with defined KPIs and timelines.
- Collaborate closely with product management and engineering teams to deliver differentiated joint solutions with seamless interoperability.
- Develop and execute joint go-to-market initiatives-including co-marketing programs, partner-seller enablement, field training, and joint customer engagements.
- Identify and secure MDF, incentives, and other partner resources to amplify GTM impact.
- Represent Denodo at industry events, conferences, and partner briefings to strengthen ecosystem presence and cultivate new relationships.
Partner Performance Management:- Provide regular internal and external updates on partner plans, progress, metrics, and risks.
- Track and report performance against KPIs such as roadmap milestones, joint marketing impact, co-sell pipeline, influenced/sourced revenue, and partner engagement activity.
- Analyze performance data to identify gaps and drive corrective actions to maximize partnership success.
Desired Skills & Experience- BS/BA degree or higher.
- 7+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
- Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
- Strong network and experience collaborating with cloud hyperscalers, ISVs and AI platform partners across technical, sales, and executive levels.
- Excellent communication, negotiation, and interpersonal skills with the ability to influence without direct authority.
- Data-driven mindset with experience tracking KPIs such as pipeline generation and influenced/sourced revenue.
- Demonstrated success planning and executing joint GTM and partner-led programs.
- Experience working with sales teams, pipelines, and opportunity mapping.
- Highly collaborative, self-directed, and comfortable in a fast-paced, dynamic environment.
- Willingness to travel up to ~35%.
