Director, Partnerships

AVP; Austin (TX); Remote; USD 110,000 - 180,000; Full time

Benefits offered by this job

100% Remote

401k match

Competitive compensation

Travel 25%+ as needed

Job summary

Axoniq is expanding its GTM through a hands-on Partnerships Manager/Director role focused on building and growing an ecosystem of SIs/GSIs, resellers and technology partners. You will recruit, onboard and manage partners, own a partner-sourced pipeline, and collaborate with the VP of Alliances and the GTM team to drive revenue from the ecosystem.

The role requires 5+ years in partnerships in a B2B SaaS or infra software environment, strong analytical and executive communication skills, and a

Qualifications

• 5+ years in partnerships, alliances or channel roles in B2B SaaS or infrastructure software
• Proven track record of generating partner-sourced revenue with SIs/GSIs, resellers or technology partners
• Existing relationships within GSI and reseller ecosystems is a strong plus
• Experience structuring partner agreements, incentives and co-sell programs, and navigating channel conflict with direct sales teams
• Strong analytical instincts: comfortable building partner dashboards, forecasting partner pipeline and turning numbers into a narrative
• Experience delivering executive-facing partner business reviews and joint planning sessions
• Excellent written and verbal communication skills, able to explain technical concepts to stakeholders
• Familiarity with event-driven architecture, microservices, distributed systems or developer platforms is a plus
• Entrepreneurial and self-directed: capable of building a program from early stage

Responsibilities

• Define and execute Axoniq's partner strategy across SIs/GSIs, resellers and technology alliances
• Recruit and sign new partners whose practices align with event-driven architecture and AI-ready data infrastructure
• Build partner onboarding, playbooks, enablement content and joint solution materials
• Drive joint pipeline with partners through account mapping, co-marketing and events
• Partner with AEs on co-sell motions, ensure timely partner involvement and deal value
• Own deal registration, rules of engagement and channel conflict resolution
• Manage reseller and marketplace transactions, including procurement and pricing alignment
• Run quarterly business reviews for strategic partners and track key metrics

Skills

Partnerships

SaaS sales

Channel management

Executive comms

Data analytics

GSI relationships

Tools

HubSpot

PRM

Job description

Reporting to: VP, Alliances & Sales

Location: Remote, US (Central or Eastern time zones) Austin, TX Preferred

About Axoniq

Axoniq is the company behind Axon Framework, the leading open-source framework for event-driven, event-sourced Java applications, with over 100 million downloads and 73,000+ organizations in the community. The commercial Axoniq Platform gives enterprises the scalable event store, observability and workflow tooling they need to build systems that are auditable by design. With the EU AI Act and enterprise AI explainability requirements reshaping how organizations think about data infrastructure, Axoniq sits at an increasingly strategic intersection of event-driven architecture and AI compliance.

About the Role

Axoniq builds the event-driven infrastructure that powers some of the most complex distributed systems in the world. As we scale our go-to-market, we're adding a Partnerships Manager / Director to build and grow an ecosystem of systems integrators (SIs/GSIs), resellers and technology partners that extends Axoniq's reach into the enterprise.

This is a hands-on, partner-facing role at the intersection of alliances, co-selling, enablement and business operations. You'll recruit, activate and manage a portfolio of strategic partners, working closely with the VP of Alliances and the broader GTM team. You'll own a partner-sourced and partner-influenced pipeline, and you'll be measured on the revenue our partner ecosystem generates.

What You Will Do

Partner Strategy & Recruitment

• Define and execute Axoniq's partner strategy across SIs/GSIs, resellers and technology alliances, prioritizing partners by market reach, practice fit and revenue potential
• Identify, recruit and sign new partners whose practices and clients align with event-driven architecture, modernization and AI-ready data infrastructure
• Build business cases and joint value propositions that show partners how they win with Axoniq

Partner Onboarding & Enablement

• Build and lead structured onboarding for new partners, getting their sales and delivery teams productive on Axon Framework and the Axoniq Platform as quickly as possible
• Create and maintain partner playbooks, enablement content, certification paths and joint solution materials
• Work with Solutions Architects and Engineering to build partners' technical capability and delivery readiness

Co-Selling & Pipeline Generation

• Drive joint pipeline with partners through account mapping, co-marketing, joint events and coordinated outreach
• Partner with Account Executives on co-sell motions, ensuring partner involvement is well-timed and adds clear value to the deal
• Own deal registration, rules of engagement and channel conflict resolution between partners and the direct sales team
• Manage reseller and marketplace transactions, including procurement and pricing alignment

Partner Performance & Business Reviews

• Run the Quarterly Business Review (QBR) program for strategic partners, covering pipeline, wins, enablement progress, joint initiatives and next-quarter plans
• Track and report on key partner metrics: partner-sourced and partner-influenced pipeline, win rates, deal velocity, certified practitioners and partner revenue
• Make data-driven decisions about where to invest, where to grow and when to move on from a partnership

Program Building & Operations

• Design and scale Axoniq's partner program, including tiers, benefits, incentives and contractual frameworks
• Implement and maintain partner tooling and processes in HubSpot (or a PRM), so partner activity is visible and measurable
• Bring partner and market feedback to Product and Engineering, translating partner and client needs into clear requirements

What We Are Looking For

• 5+ years in partnerships, alliances or channel roles at a B2B SaaS or infrastructure software company, including building or scaling a partner program
• Proven track record of generating partner-sourced revenue with SIs/GSIs, resellers or technology partners
• Existing relationships within GSI and reseller ecosystems is a strong plus
• Experience structuring partner agreements, incentives and co-sell programs, and navigating channel conflict with direct sales teams
• Strong analytical instincts: comfortable building partner dashboards, forecasting partner pipeline and turning numbers into a clear narrative
• Experience delivering executive-facing partner business reviews and joint planning sessions
• Excellent written and verbal communication skills, with the ability to explain technical concepts to both technical and business stakeholders
• Familiarity with event-driven architecture, microservices, distributed systems or developer platforms is a meaningful plus
• Entrepreneurial and self-directed: comfortable building a program from an early stage, with a bias toward action

What We Offer

• Opportunity to work with a growing, innovative company
• Comprehensive sales training and ongoing professional development
• Collaborative and supportive team environment
• Recognition programs and sales competitions
• Access to cutting-edge sales tools and technology
• 100% Remote
• Competitive compensation
• 401k match

Travel

• Travel requirements: 25% depending on territory and client needs
• Participation in trade shows, conferences, and industry events
• Occasional overnight travel for client meetings and presentations

We are an equal opportunity employer committed to diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.