Hyperscaler & Systems Integrator Partner Manager

This is a fully remote position, open to applicants in North America.

📋 Description

• Take ownership of and expand ElevenLabs’ strategic partnerships with cloud hyperscalers and Systems Integrators.

• Develop and oversee co-sell and marketplace initiatives with AWS, Microsoft Azure, and Google Cloud.

• Create joint go-to-market strategies and delivery processes with both Regional and Global Systems Integrators.

• Integrate ElevenLabs into the partner networks of hyperscalers and the practices of Systems Integrators.

• Design frameworks for co-sell and SI go-to-market strategies.

• Propel pipeline growth in collaboration with hyperscaler field teams.

• Organize marketplace and private-offer strategies.

• Negotiate agreements for referrals, resells, and joint offerings with Systems Integrators.

• Be responsible for revenue and pipeline outcomes stemming from partner relationships.

• Drive closed-won ARR linked to hyperscaler and SI partnerships.

• Launch listings on hyperscaler marketplaces and manage co-sell registrations.

• Activate SI practices through collaboration with practice leads, certified practitioners, and joint offerings.

• Generate a qualified partner-sourced pipeline through hyperscaler and SI field teams.

• Engage hyperscaler sellers and SI client partners, as well as delivery teams, through warm introductions and joint account planning.

⛳️ Requirements

• A minimum of 8 years in technology partnerships, alliances, or go-to-market roles within SaaS or cloud industries.

• Proven experience managing hyperscaler partner programs and partnerships with Systems Integrators/Global Systems Integrators.

• Direct experience with AWS ISV Accelerate and ACE, Microsoft AI Cloud Partner Programme, Google Cloud Partner Advantage, or similar programs.

• Familiarity with marketplace operations, including listings, private offers, and commit burndown processes.

• Comprehensive understanding of the SI ecosystem, including Global and Regional Systems Integrator practice leads and client partners.

• Knowledge of how SIs establish practices, attach services to software ARR, and allocate delivery resources.

• Experience in building co-sell and SI motions from inception to execution.

• Comfortable working with technical, API-driven products.

• Ability to collaborate with solutions engineers to define solution architectures and communicate value to technical partner audiences.

• Experience in creating enablement, certification, or reference architectures for partner field and delivery teams.

• Must be based in North America.

• Ability to operate in US Eastern and Pacific time zones.

• Bonus: 3–4 years in a quota-carrying sales or solutions role in combination with 3–4 years in partnerships or alliances.

• Bonus: Previous experience at a company that scaled through cloud marketplace and SI channels.

🏝️ Benefits

• Annual discretionary professional development stipend.

• Annual discretionary stipend for social travel to connect with colleagues.

• Annual company offsite.

• Monthly co-working stipend.

• Option to work from ElevenLabs offices located in New York or San Francisco.

• Remote-first work arrangement.