Account Manager

• Build and execute a global partner strategy that contributes directly to ARR and pipeline goals
• Own a quota tied to revenue generated from partner-sourced and partner-influenced opportunities
• Define and operationalize frameworks for VARs, OEMs, cloud marketplaces, and strategic alliances
• Act as the internal and external executive sponsor for the partner ecosystem
• Manage executive relationships with AWS, NVIDIA, Azure, GCP, and other key technology vendors
• Launch and manage joint go-to-market initiatives, including co-selling, co-marketing, and co-development programs
• Negotiate partnership terms, co-funding (MDF), and incentive programs that align to revenue outcomes
• Collaborate with Product and Engineering to identify integrations that expand partner value and stickiness
• Identify and recruit high-impact VARs, OEMs, and regional SIs to expand coverage in North America and EMEA
• Develop and deliver scalable onboarding, certification, and enablement frameworks
• Represent the company at industry conferences, executive briefings, and partner summits, evangelizing with confidence and technical fluency
• Drive joint pipeline generation and partner-influenced deal acceleration
• Collaborate with field sales and SE teams to ensure seamless co-sell motions
• Oversee deal registration, routing, and attribution processes, ensuring transparency and accountability
• Partner with Marketing on joint campaigns, partner spotlights, and ecosystem launch initiatives
• Align systems and processes with RevOps (CRM, PRM, tracking, and partner dashboards)
• Establish and manage partner performance metrics, QBRs, and executive reporting cadence
• Continuously improve partner efficiency, responsiveness, and field enablement maturity

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