Partnership Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Develop the Partner Program from the ground up

• Create the program framework: tiers, benefits, co-marketing initiatives, referral mechanisms, and certification criteria

• Establish the onboarding process, partner portal, and co-selling engagement rules

• Determine key performance indicators: partner-generated pipeline, partner-influenced ARR, and ecosystem catalog coverage

• Recruit and activate technology partners

• Identify and prioritize integration partners, including strategic cloud platforms, AI/ML tools, data infrastructure, and DevOps/IDP vendors

• Lead negotiations for partnerships: co-marketing agreements, joint go-to-market strategies, and technical integration scopes

• Collaborate with Product and Engineering teams to launch and document integrations

• Foster consulting and systems integration partnerships

• Analyze the landscape of relevant system integrators, boutique DevOps/data consultancies, and nearshore delivery firms

• Organize partner enablement initiatives: training sessions, certifications, access to Kestra Academy, and demo environments

• Conduct joint account planning with Field Engineers and Account Executives

• Propel ecosystem growth

• Oversee the Kestra Partner Ecosystem Catalog — including content, positioning, and launch strategies

• Develop co-marketing strategies: joint case studies, webinars, conference participation, and community engagement

• Collaborate with PMM on partner-driven demand generation campaigns

• Maintain a robust pipeline of partner candidates at various stages

• Conduct quarterly business reviews with strategic partners

• Provide monthly reports on partner-sourced and partner-influenced revenue

⛳️ Requirements

• 4–7 years of experience in partnerships, business development, or alliances — preferably in open-source infrastructure, data tools, DevOps, or cloud platforms

• Proven experience in building a partnership program from inception (not merely managing an existing one)

• Technically proficient: able to understand integration processes, communicate with engineering teams, and interpret a YAML configuration effortlessly

• Strong commercial acumen: skilled in structuring mutually beneficial agreements and progressing them to closure

• Exceptional written and verbal communication skills — proficiency in English, with German or French being an advantage

🏝️ Benefits

• Competitive salary

• Equity opportunities

• Health insurance coverage