Partner Manager

Ema; United States; On-site; USD 100,000 - 150,000; Full time

Job summary

Ema is seeking a Partner Manager to lead strategic go-to-market partnerships with consulting firms and cloud platforms. This role demands a seasoned professional with over 5 years of experience in developing partnerships that influence sales outcomes. You will enable partner teams, structure partnership agreements, and advocate for partner needs internally. Ideal candidates will have negotiation skills and a deep understanding of enterprise sales motions in AI. Ema offers a competitive compensation package, with opportunities for equity and benefits.

Qualifications

• 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company.
• Proven track record of sourcing, enabling, and scaling GTM partnerships.
• Excellent negotiation and communication skills.

Responsibilities

• Identify and grow key GTM partners.
• Collaborate with partners to build joint value propositions.
• Lead partner enablement efforts including training.

Skills

Partner management

Relationship management

Negotiation

Sales enablement

Strategic thinking

Job description

Who You Are

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.

We’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 enterprises. You should have a track record of enabling large partner teams on Enterprise SaaS or AI‑driven solutions and driving significant revenue through partnerships.

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.

This role is ideal for you if you’re entrepreneurial, data‑driven, and relationship‑first. You understand that great partnerships don’t just drive revenue — they unlock new capabilities and customer value. You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software.

You Will

• 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

Minimum Qualifications

• 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
• Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes.
• Knowledge of partner program design, including incentives, MDF, and co‑sell playbooks.
• Deep understanding of enterprise sales motions, especially in AI and automation.
• Excellent negotiation, relationship management, and stakeholder communication skills.
• Strategic thinker with an ability to move fast and execute in a startup environment.

Ideally, You'd Have

• Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM‑based platforms.
• Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems.
• Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems.
• Good understanding of software development principles, data structures, and algorithms.
• Excellent problem‑solving skills, attention to detail, and a strong capacity for logical thinking.
• The ability to work collaboratively in an extremely fast‑paced, startup environment.

Compensation offered will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.