Partner & Channel Manager
This role serves as the operational backbone of partner relationships, managing the critical transition from contract signature through full execution and revenue generation. Partners in this position act as the single point of contact across technical enablement, sales training, joint solution development, and go-to-market execution, ensuring seamless coordination between their company's product, sales, and delivery teams and their partners' organizations. They distinguish themselves through deep operational rigor and program management discipline, translating strategic partnership agreements into structured enablement workflows, milestone tracking, and measurable commercial outcomes. These roles typically sit within dedicated partnership or business development teams reporting to partnership leadership, supporting portfolios of signed strategic partners rather than hunting for new relationships, and working closely with sales, solutions engineering, marketing, and product teams to ensure partners are ready to deploy AI solutions at scale.
Skills
What companies are looking for in this role.
Developing and executing go-to-market strategies for partner-driven revenue growth
Building and managing strategic partner relationships with key stakeholders across enterprise organizations
Negotiating commercial agreements and partnership terms to drive mutual value creation
Managing partner-sourced and partner-influenced pipeline and revenue metrics
Collaborating cross-functionally with sales, marketing, product, and engineering teams
Creating and implementing partner enablement programs including training and certification
Identifying, recruiting, and onboarding new strategic partners aligned with business priorities
Building partner programs and frameworks from ground up in high-growth environments
Conducting quarterly business reviews and regular touchpoints with partner leadership
Designing and executing joint business plans with clear KPIs and success metrics
Managing ecosystem partnerships across cloud providers and technology platforms
Driving marketplace and co-sell programs with cloud hyperscalers
Building product integrations and SDK-driven partnerships to embed solutions natively
Developing AI-specific partner strategies and ecosystem relationships
Managing partner relationships for AI platform adoption and implementation
Maintaining strong executive presence and ability to influence senior stakeholders
Demonstrating excellent organizational and communication skills across diverse stakeholder groups
Building trusted relationships and acting as primary point of contact for partners
Navigating ambiguity and building scalable processes in fast-paced environments
Technology
The tools and technologies that define this role.
Open Jobs
116 open Partner & Channel Manager jobs across 39 companies.
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