Partner Manager

Environmental Management Authority

Partner Manager leading strategic GTM partnerships at Ema to drive growth in SaaS and AI. Collaborating across teams to onboard and support key partners.

Posted 5/12/2026full-timeMountain View • 🇺🇸 United StatesMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

AWSAzureCloudGoogle Cloud PlatformRPA

About the role

Key responsibilities & impact

Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators
Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases
Lead partner enablement efforts, including training, certifications, and sales collateral
Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration
Structure and negotiate partnership agreements, incentives, and success metrics
Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities
Track joint deals, monitor partner-influenced pipeline, and measure revenue impact
Build and scale partner programs, including onboarding flows, partner portals, and reporting tools
Define partner success metrics and lead quarterly business reviews (QBRs)
Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth
Stay up to date on trends in enterprise AI and evolving GTM models
Represent the company at industry events, partner conferences, and ecosystem forums

Requirements

What you’ll need

5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes.
Knowledge of partner program design, including incentives, MDF, and co-sell playbooks.
Deep understanding of enterprise sales motions, especially in AI and automation
Excellent negotiation, relationship management, and stakeholder communication skills.
Strategic thinker with an ability to move fast and execute in a startup environment.
Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms (ideally).
Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems (ideally).
Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems (ideally).
Good understanding of software development principles, data structures, and algorithms (ideally).
Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking (ideally).
The ability to work collaboratively in an extremely fast-paced, startup environment (ideally).

Benefits

Comp & perks

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
Certain roles may be eligible for variable compensation, equity, and benefits.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

partner managementGTM partnershipspartner program designenterprise sales motionsagentic AIRPAenterprise workflow automationLLM-based platformsRevOps toolssoftware development principles

Soft Skills

negotiationrelationship managementstakeholder communicationstrategic thinkingproblem-solvingattention to detaillogical thinkingcollaborationexecution in startup environment