Partner & Channel Manager
Partner & Channel Managers at AI companies own partner relationships across the partnership lifecycle—from sourcing and structuring new agreements through enablement, joint go-to-market execution, and revenue tracking. The role spans both relationship development and operational delivery: identifying and qualifying potential partners, negotiating commercial terms, building enablement materials and joint sales motions, and managing the cadence of business reviews and pipeline tracking against partner-sourced revenue targets. Specific partnership types vary—technology partners for joint solutions, channel resellers for indirect revenue, system integrators for delivery capacity—and most managers cover more than one. These roles typically sit within partnerships, business development, or alliance functions, partnering closely with sales, product marketing, solutions engineering, and product on what the partner relationship needs to deliver.
Measured across 185 of 188 open postings.
This role is advertised at 4 levels, so a single figure for the role would describe none of them. Experience and pay are the midpoints for each level on its own.
| Level | Share | Median years | Median pay |
|---|---|---|---|
| Mid | 19%(35) | 4 | $165k |
| Senior | 17%(32) | 8 | $230k |
| Manager | 33%(61) | 7 | $238k |
| Director | 22%(40) | 8 | $322k |
A dash means too few postings stated it to report a midpoint. Most companies do not publish a salary band, so pay is indicative rather than a market rate. 3 levels with fewer than 10 open postings are not shown.
“Experience with and affinity for AI tooling that empowers your work”
“Hands-on fluency with Claude — workflows, tools, or assets you have personally built”
“technical aptitude to become fluent in our products and a credible resource for partners on their AI strategy”
Requirements are a share of every open posting, so a role missing from this list is one where almost nobody asks. Work mode is different: many postings never say, so that figure counts only the ones that do. A posting stops being advertised when it is filled, cancelled or reorganised, so read the last figure as how long these stay on the market, not as time to hire.
Share of new postings expecting AI in the person's own work, by the week they appeared. Measured on the same 124 companies throughout, every one of them tracked since 18 May, so the line is not moved by us adding companies.
Line is a four-week average; dots are individual weeks, 15 postings each on average. Weekly values span 33 points across this window, so read the line, not the gap between two dots.
Skills
What companies are looking for in this role.
Partner and channel ecosystem development
Deal structuring and negotiation
Go-to-market strategy
Complex enterprise deal management
Forecasting and pipeline management
Discovery and opportunity qualification
Sales enablement
Partner and co-marketing programs
Customer education programs
Contract negotiation
Account-based marketing
Business insight analysis
GTM systems and CRM operations
Program and project management
Cross-functional collaboration
Executive relationship building
Executive communication and storytelling
Customer feedback synthesis
Technology
The tools and technologies that define this role.
Open Jobs
188 open Partner & Channel Manager jobs across 58 companies.
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