Partner Manager

Ema; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Ema is seeking a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players. You will build and scale a partner-led growth channel, working with Sales, Marketing, Product and Customer Success to ensure partner success.

You will onboard key partners, design joint value propositions, enable partner teams, and manage incentives and agreements. You will track revenue impact and lead quarterly business reviews.

Qualifications

• 5+ years in Partner management within SaaS, enterprise software, or AI
• Proven track record in sourcing, enabling and scaling GTM partnerships
• Experience enabling partner sales and technical teams and co-selling
• Strong negotiation and stakeholder communication skills

Responsibilities

• Identify, onboard and grow key go-to-market partners (consultancies, resellers, cloud marketplaces, ISVs, SI)
• Collaborate with partners to build joint value propositions and GTM plans
• Lead partner enablement: training, certifications, sales collateral
• Structure and negotiate partnership agreements, incentives and success metrics
• Drive pipeline through partner channels and coordinate with sales teams on co-selling
• Track joint deals, monitor partner-influenced pipeline and revenue impact
• Build and scale partner programs, onboarding flows, portals and reporting tools
• Define partner success metrics and lead quarterly business reviews (QBRs)
• Collaborate with Sales, Marketing, Product and Customer Success to support partner growth
• Stay updated on enterprise AI trends and GTM models
• Represent the company at industry events and partner conferences

Skills

Partner management

SaaS

Enterprise AI

GTM strategy

Sales enablement

Negotiation

Stakeholder comms

Hubspot

Tools

Salesforce

PRM systems

Job description

• Ema is hiring a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players
• You will be instrumental in building and scaling a partner-led growth channel
• You will collaborate closely with the Sales, Marketing, Product, and Customer Success team to drive Partner success, and act as the voice of the partner internally to advocate for partner needs and product feedback
• 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

This role is ideal for you if you’re entrepreneurial, data-driven, and relationship-firstYou understand that great partnerships don’t just drive revenue — they unlock new capabilities and customer valueYou thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise softwareWe’re looking for a seasoned professional with experience in developing strategic partnerships, enabling partners’ sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprisesYou should have a track record of enabling large partner teams on Enterprise SaaS or AI-driven solutions and driving significant revenue through partnershipsDeep understanding of enterprise sales motions, especially in AI and automation5+ years experience in Partner management role at a SaaS, enterprise software, or AI companyKnowledge of partner program design, including incentives, MDF, and co-sell playbooksStrategic thinker with an ability to move fast and execute in a startup environmentProven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomesExcellent negotiation, relationship management, and stakeholder communication skillsFamiliarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platformsExperience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystemsPrior exposure to RevOps tools like Hubspot, Salesforce or PRM systemsGood understanding of software development principles, data structures, and algorithmsExcellent problem-solving skills, attention to detail, and a strong capacity for logical thinkingThe ability to work collaboratively in an extremely fast-paced, startup environment