Head of Partnerships & Alliances

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take charge of the North American partner strategy and revenue goals across the GSI, ISV, and PE ecosystems.

• Recruit, mentor, and manage a team of Partner Managers.

• Develop and expand the partner program, encompassing tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding, partner portal/PRM, and reporting.

• Create joint value propositions and service-pull strategies with Tier-1 System Integrators.

• Empower partner sales and delivery teams to co-sell and co-deliver Ema into enterprise accounts.

• Establish technology alliances and co-sell initiatives with AWS, Azure, and GCP.

• Cultivate relationships with Private Equity firms and operating partners to enhance Ema adoption within portfolio companies.

• Assess partner-sourced and partner-influenced pipelines, coverage ratios, and revenue impacts.

• Predict partner numbers and provide credible reports to leadership.

• Manage C-level relationships and negotiate partnership agreements, incentives, and success metrics.

• Collaborate with Sales, Marketing, Product, and Customer Success to foster partner success.

• Advocate for partners' needs and product feedback within the organization.

• Establish partner success metrics and lead quarterly business reviews.

• Represent Ema at industry events, partner conferences, and ecosystem forums.

• Stay informed about trends in enterprise AI and evolving go-to-market models.

⛳️ Requirements

• Over 10 years of experience in partnerships/alliances within a SaaS, consulting firm, enterprise software, or AI company.

• At least 2 years of experience in leading and managing partner managers.

• Proven track record of building and scaling a go-to-market partner channel that directly impacts sales outcomes and generates significant sourced/influenced revenue.

• Expertise across at least two domains: consulting firms, GSI/SI, ISV/technology alliances, and PE/portfolio strategies, with the capacity to develop the third.

• Proficiency in partner program design, including tiering, incentives, MDF, and co-sell playbooks.

• Strong skills in forecasting, attribution, and RevOps discipline.

• In-depth understanding of enterprise sales processes, particularly in AI and automation.

• Executive presence combined with exceptional negotiation, relationship management, and stakeholder communication abilities.

• Strategic mindset with the capability to execute effectively in a startup setting.

• Solid operational skills, including KPI setting, project management, and maintaining a weekly performance cadence.

• Knowledge of agentic AI, frontier models, RPA, enterprise workflow automation, or LLM-based platforms.

• Familiarity with AWS, Azure, GCP, and marketplace/co-sell initiatives.

• Established network within Tier-1 SIs, ISV ecosystems, and/or Private Equity operating partners.

• Exposure to RevOps and PRM tools like HubSpot, Salesforce, or specialized PRM systems.

• Experience in building and scaling a partner function from its inception.

• Ability to work collaboratively in a dynamic startup environment.

🏝️ Benefits

• Certain roles may qualify for variable compensation, equity options, and benefits.

• Equal employment opportunities are provided regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.