Hyperscaler & Systems Integrator Partner Manager (North America)

UMAI Consultancy; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

ElevenLabs is seeking an experienced partnerships leader to own and scale strategic relationships with cloud hyperscalers and systems integrators. You will build co-sell and marketplace motions with AWS, Microsoft Azure and Google Cloud, driving revenue and pipeline across North America.

This remote-first role requires 8+ years in SaaS or cloud partnerships, a builder mindset, and the ability to align technical partner teams with sales.

Qualifications

• 8+ years in technology partnerships, alliances, or GTM roles within SaaS or cloud.
• Hands-on experience with hyperscaler co-sell programmes and marketplace operations.
• Working knowledge of the SI ecosystem with GSIs/RSIs.
• Builder mindset with 0-1 co-sell and SI motions.
• Comfortable with API-driven products and articulating value to technical audiences.
• Experience building enablement, certification or reference architectures.
• Based in North America.
• Bonus: 3-4 years in quota-carrying sales or solutions with 3-4 years in partnerships or alliances.

Responsibilities

• Design and run co-sell and marketplace motions with hyperscaler field teams (AWS, Microsoft Azure, Google Cloud) and joint GTM with SIs.
• Own revenue and pipeline outcomes from these relationships.
• Create scalable co-sell and SI frameworks, marketplace listings and private offers.
• Negotiate referral, resell and joint-offering agreements with SIs and partners.
• Drive partner enablement and cross-functional collaboration to accelerate deployments.
• Track and report success metrics for revenue, pipeline and partner activation.

Job description

About ElevenLabs

ElevenLabs is an AI research and product company transforming how we interact with technology.

About ElevenLabs

ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $22B - multiples of 11, always.

We Have Expanded From Voice Into Three Main Platforms

• ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale.
• ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages.
• ElevenAPI gives developers access to our leading AI audio foundational models.

Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you.

How we work

• High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy.
• Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you.
• AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations.
• Excellence everywhere: Everything we do should match the quality of our AI models.
• Global team: We prioritize your talent, not your location.

What we offer

• Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible.
• Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities.
• Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend.
• Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose.
• Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy.
• Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend.

About The Role

We’re looking for an experienced partnerships leader to own and scale ElevenLabs’ strategic relationships with cloud hyperscalers and Systems Integrators, the companies whose platforms, field teams and delivery capacity sit at the heart of how enterprises buy and deploy voice and customer experience AI.

You’ll build and manage co-sell and marketplace programmes with AWS, Microsoft Azure and Google Cloud, and build joint GTM and delivery motions with Regional and Global Systems Integrators. The goal: get ElevenLabs deeply embedded in hyperscaler partner networks and SI practices, so that when enterprises modernize their contact centers or build on cloud infrastructure, ElevenLabs is the natural AI voice layer, and partners have both the incentive and the capacity to sell and deliver it.

This is a 0-1 build in a high-leverage category. You’ll design co-sell and SI GTM frameworks, drive pipeline with hyperscaler field teams, structure marketplace and private offer motions, negotiate referral, resell and joint-offering agreements with SIs, and own the revenue and pipeline outcomes that come from these relationships.

What success looks like (first 6-9 months)

• Partner-sourced and influenced revenue: closed-won ARR attributable to hyperscaler and SI relationships
• Hyperscaler marketplace and co-sell presence: listings live, co-sell registrations flowing, and active motions running with hyperscaler field teams
• SI practice activation: named SI practice leads, certified practitioners and at least one joint offering or solution play in market
• Partner-sourced pipeline: qualified opportunities sourced or co-sold through hyperscaler and SI field teams each quarter
• Field activation: measurable engagement with hyperscaler sellers and SI client partners and delivery teams, not just BD or alliance leads, translating to warm intros and joint account planning

Requirements

• 8+ years in technology partnerships, alliances, or GTM roles within SaaS or cloud, with direct experience running hyperscaler partner programmes and SI/GSI partnerships
• Hands-on experience with hyperscaler co-sell programmes (AWS ISV Accelerate and ACE, Microsoft AI Cloud Partner Programme, Google Cloud Partner Advantage or equivalent) and marketplace operations (listings, private offers, commit burndown). You know how field co-sell actually works, not just the theory
• Working knowledge of the SI ecosystem: relationships with practice leads and client partners at GSIs and RSIs, and an understanding of how SIs build practices, attach services to software ARR, and allocate delivery capacity
• A builder mindset: experience creating co-sell and SI motions from 0-1, rather than inheriting a mature programme
• Comfortable with technical, API-driven products; able to work with solutions engineers to scope solution architectures and articulate ElevenLabs’ value to technical partner audiences
• Experience building enablement, certification or reference architectures that activate partner field and delivery teams at scale
• Based in North America
• Bonus: background combining 3-4 years in a quota-carrying sales or solutions role with 3-4 years in partnerships or alliances; prior experience at a company that successfully scaled through cloud marketplace and SI channels

Location

This role is remote-first, so it can be executed from anywhere in North America, with the ability to operate in US Eastern and Pacific timezones. If you prefer, you can work from our offices in New York or San Francisco.

We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.