About the roleWe are looking for an experienced Technical Partnerships Manager to own, develop, and scale strategic technology partnerships that expand the reach and impact of NEXUS. This role sits at the intersection of business development and technical strategy - you will be responsible for building deep, mutually beneficial relationships with cloud providers (AWS), data platforms, infrastructure software companies, and marketplace partners.
You will act as the connective tissue between our partners' technical and business teams and Fundamental's product, engineering, and go-to-market organizations - ensuring seamless integrations, joint solutions, and co-sell motions that drive adoption and revenue for both sides.
This is a high-visibility role with direct impact on Fundamental's growth trajectory and how enterprises discover, deploy, and scale NEXUS across their data infrastructure.
Key responsibilities- Own and manage a segment of strategic technology partnerships (cloud providers including marketplaces, data platforms, system integrator, and infrastructure software vendors)
- Develop and execute joint go-to-market strategies with partners, including co-sell programs, marketplace listings, and joint solution offerings
- Serve as the primary point of contact for partner organizations, engaging with partner managers, sales representatives, solutions architects, and engineering teams
- Drive partner integrations by translating technical requirements between Fundamental's engineering team and partner technical teams and ensure projects are executed on time
- Identify, evaluate, and prioritize new partnership opportunities based on strategic fit, market demand, and revenue potential
- Navigate complex partner ecosystems and internal decision dynamics to secure buy-in, resources, and co-investment from partner organizations
- Collaborate with product and engineering to shape the integration roadmap based on partner and market feedback
- Build and maintain partner business plans with clear milestones, success metrics, and pipeline targets
- Represent Fundamental at partner events, industry conferences, and executive briefings
Must have- 8+ years of experience in technical partnerships (of which 3+ within AI), partner management, business development, or solutions architecture within enterprise software, AI/ML, data platforms, and/or cloud infrastructure
- Strong understanding of cloud and data infrastructure ecosystems (e.g., AWS, GCP, Azure, Databricks, Snowflake, etc) and how enterprise software is distributed via marketplaces and partner channels
- Demonstrated ability to build and scale technology partnerships that deliver measurable business outcomes (pipeline, revenue, adoption)
- Technical fluency - you can hold your own in conversations about APIs, data architectures, ML pipelines, and deployment models
- Experience working cross-functionally with product, engineering, sales, and marketing teams to drive partner initiatives
- Experience navigating large organizations and identifying key stakeholders to drive desired outcomes
- Exceptional communication and relationship-building skills, with the ability to influence without authority across internal and external stakeholders
- Strong business instinct - you understand good deal structures, co-sell mechanics, and how to create win-win partnership frameworks
Nice to have- Experience within the AI/ML foundation model, predictive analytics, or structured data platform space
- Background in GenAI/cloud GTM
- Familiarity with enterprise data workflows including ETL, feature engineering, and ML deployment pipelines
- Prior experience at or partnering with major cloud or data platform companies
- Experience in a high-growth startup environment where you've built partnership programs from the ground up
Benefits- Competitive compensation with salary and equity
- Comprehensive health coverage, including medical, dental, vision, and 401K
- Fertility support, as well as paid parental leave for all new parents, inclusive of adoptive and surrogate journeys
- Relocation support for employees moving to join the team in one of our office locations
- A mission-driven, low-ego culture that values diversity of thought, ownership, and bias toward action
