Partner Sales - Frontier AI

Impetus; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Impetus seeks an experienced AI Partnerships Sales Director to build and expand strategic alliances with technology partners, cloud providers, system integrators, consulting firms, and strategic customers to drive joint go-to-market initiatives and revenue growth. The role requires deep enterprise sales expertise and a strong understanding of the AI ecosystem.

You will collaborate with sales, product, marketing, and executive leadership to create impactful partnership strategies and measurable

Qualifications

• Bachelor's degree in Business, Technology, Marketing, or a related field.
• 8+ years of enterprise technology sales, business development, or partnership experience.
• 5+ years of experience managing strategic alliances or channel partnerships.
• Proven track record of consistently exceeding revenue targets.
• Experience selling AI solutions.
• Strong executive presence and relationship-building skills.
• Excellent negotiation, communication, and presentation abilities.

Responsibilities

• Develop and execute AI partnership strategy aligned with growth objectives.
• Identify, evaluate, negotiate, and onboard strategic technology and channel partners.
• Build relationships with cloud providers, AI platform vendors, consulting firms, ISVs, and system integrators.
• Establish executive-level relationships with partner organizations.
• Drive partner-sourced and partner-influenced revenue opportunities.
• Develop joint sales motions and go-to-market strategies with key partners.
• Collaborate with direct sales teams to identify and close strategic opportunities.
• Build pipeline through co-selling and joint business development initiatives.
• Lead contract negotiations and partnership agreements.
• Identify new market opportunities and strategic alliances.
• Monitor AI industry trends, competitive activity, and ecosystem developments.
• Present Impetus at conferences and partner forums.
• Work with Product, Marketing, Customer Success, and Sales teams.
• Support joint solution development and partner enablement programs.
• Create business plans, performance reviews, and growth initiatives with strategic partners.
• Develop sales enablement resources and partner training materials.
• Establish KPIs and success metrics for partner performance.
• Conduct regular business reviews with key partners.
• Manage partner pipeline, forecasts, and revenue reporting.
• Ensure long-term relationship health and mutual business success.

Skills

Executive presence

Strategic partnerships

Enterprise sales

Negotiation

Communication

Presentation skills

Relationship-building

Education

Bachelor's degree in Business, Technology, Marketing, or a related field

Job description

We are seeking an experienced and strategic AI Partnerships Sales Director to build, manage, and expand high-impact partnerships that accelerate revenue growth and market adoption of our AI solutions. This role will be responsible for developing relationships with technology partners, cloud providers, system integrators, consulting firms, and strategic customers to drive joint go-to-market initiatives and generate new business opportunities.

The ideal candidate combines deep expertise in enterprise sales with a strong understanding of the AI ecosystem and emerging technologies. They will work cross-functionally with sales, product, marketing, and executive leadership teams to create and execute partnership strategies that deliver measurable business outcomes.

Key Responsibilities

• Develop and execute the company's AI partnership strategy aligned with growth objectives.
• Identify, evaluate, negotiate, and onboard strategic technology and channel partners.
• Build relationships with cloud providers, AI platform vendors, consulting firms, ISVs, and system integrators.
• Establish executive-level relationships with partner organizations.
• Drive partner-sourced and partner-influenced revenue opportunities.
• Develop joint sales motions and go-to-market strategies with key partners.
• Collaborate with direct sales teams to identify and close strategic opportunities.
• Build pipeline through co-selling and joint business development initiatives.
• Lead contract negotiations and partnership agreements.

Market Expansion

• Identify new market opportunities and strategic alliances.
• Monitor AI industry trends, competitive activity, and emerging ecosystem developments.
• Represent the company at conferences, customer meetings, industry events, and partner forums.

Cross-Functional Collaboration

• Work closely with Product, Marketing, Customer Success, and Sales teams.
• Support joint solution development and partner enablement programs.
• Create business plans, performance reviews, and growth initiatives with strategic partners.
• Develop sales enablement resources and partner training materials.

Partner Management

• Establish KPIs and success metrics for partner performance.
• Conduct regular business reviews with key partners.
• Manage partner pipeline, forecasts, and revenue reporting.
• Ensure long-term relationship health and mutual business success.

Qualifications

Required

• Bachelor's degree in Business, Technology, Marketing, or a related field.
• 8+ years of enterprise technology sales, business development, or partnership experience.
• 5+ years of experience managing strategic alliances or channel partnerships.
• Proven track record of consistently exceeding revenue targets.
• Experience selling AI solutions.
• Strong executive presence and relationship-building skills.
• Excellent negotiation, communication, and presentation abilities.

Preferred

• Experience partnering with organizations such as OpenAI, Anthropic, and/or other leading AI partners.
• MBA or advanced degree preferred.
• Strategic Partnerships
• Alliance Management
• AI & Emerging Technologies
• Business Development
• Executive Stakeholder Management
• Negotiation & Contract Management
• Cross-Functional Leadership

Success Metrics

• Partner-generated revenue
• Partner-influenced pipeline growth
• Number of strategic partnerships established
• Partner satisfaction and retention
• Ecosystem expansion and market penetration

What Success Looks Like in the First 12 Months

• Establish a measurable AI partnership strategy.
• Sign and activate key strategic AI and technology partners.
• Build a robust partner-sourced sales pipeline.
• Launch co-selling and co-marketing programs with major AI partners.
• Deliver significant revenue contribution through the partner ecosystem.
• Position the company as a trusted partner within the AI marketplace.