Partnerships Manager

Tonic; San Francisco (CA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Tonic.ai is seeking a high-energy Partnerships Manager in San Francisco to own and scale our strategic partner ecosystem. You will drive cloud ecosystem relationships, co-sell motions, and partner-led pipeline with AWS, GCP, Azure, SIs, ISVs, and cloud resellers.

You will report to the CFO and VP of BizDev and influence revenue strategy in a fast-growing Series B environment. You will coordinate with Sales and Marketing to ensure leads are followed up on and joint value propositions are

Qualifications

• 3–5 years of experience in Partnerships, channel sales, business development, or similar high-growth sales roles in SaaS.
• Direct experience navigating AWS, GCP, and Azure.
• Proven track record meeting or exceeding pipeline or partner-influenced revenue targets.
• Excellent written and verbal communication, representing Tonic.ai to large tech companies.
• Self-starter who identifies gaps and drives initiatives independently.

Responsibilities

• Manage AWS, Azure, and GCP relationships; map accounts and navigate co-sell portals.
• Grow SI, VAR, and reseller relationships; enable partners to source and influence deals.
• Draft and iterate joint value stories with CFO & VP of BizDev for ISVs integration.
• Coordinate GTM with Sales and Marketing; ensure leads and co-marketing activities are executed.
• Track pipeline and partnership health using Salesforce and partner portals.

Skills

Cloud ecosystems

Partnerships management

AWS/GCP/Azure

Sales collaboration

Communication

Strategic thinking

Tools

Salesforce

Partner portals

Job description

Back to Careers

Tonic.ai is a fast-growing, Series B company operating at the critical intersection of data privacy and AI agents, making it an essential component of the modern AI stack. The fleet of AI agents combine advanced data synthesis, de-identification, and privacy-preserving techniques to enable high quality data generation and secure use of enterprise data for model training, fine-tuning, and software development—driving faster innovation, safer AI systems, and regulatory compliance while protecting customer data.

The Partnerships Manager acts as the connective tissue between our most strategic external partners and our internal Go-To-Market machine. While you will own the partner relationships end-to-end, your mandate extends beyond traditional channel management. You will serve as a cross-functional operator who translates partner ecosystems into actionable revenue, spearheading co-sell motions with the AWS, GCP, and Azure clouds, identifying, on-boarding, and managing strategic ISVs, and building the scalable operating systems required to navigate a complex, developer-first AI market. This is about driving partner-sourced and influenced pipeline across our SI, ISV, and Cloud marketplace channels just as much as it is about defining our joint value propositions in the AI era.

About the role

Tonic.ai is looking for a high-energy, high-ownership Partnerships Manager to own and scale our most critical relationships. Partners drive a material portion of our sales, and we are looking for a self-starter to navigate these complex ecosystems. Reporting directly to the CFO and VP of Business Development, you will be the primary engine driving our presence within AWS, GCP, and Azure and our network of SIs and ISVs.

This is a unique opportunity for an ambitious professional with 3–5 years of experience to step into a high-visibility role, own a significant portion of our revenue strategy, and shape the partner ecosystem of a leader in the AI data space.

What you’ll do

• Cloud Ecosystem Management: Run point on our AWS, Azure, and GCP relationships. You will manage account mapping sessions, navigate co-sell portals, and ensure Tonic is the "go-to" recommendation for cloud reps selling into AI and data privacy use cases.
• Channel Execution: Manage and grow our relationships with Systems Integrators (SIs), VARs, and resellers. You will be responsible for partner enablement, ensuring they have the tools and knowledge to source and influence deals.
• Joint Value Propositions: Work with the CFO & VP of BizDev to identify strategic ISVs. You will help draft and iterate on the "better together" stories that show how Tonic integrates with the broader AI/ML stack.
• GTM Coordination: Act as the liaison between partner reps and Tonic’s internal Sales and Marketing teams to ensure leads are followed up on and co-marketing activities (webinars, events, etc.) are executed flawlessly.
• Operational Tracking: Use Salesforce and partner portals to track pipeline, attribute partner influence, and report on the health of each partnership to the executive team.

Who you are

• The "Relentless Follow-up" Expert: You know that partnerships live and die in the details. You are organized, proactive, and never let a partner lead go cold.
• AI-Curious: You understand (or are eager to master) the nuances of the AI ecosystem. You can explain why data privacy is the biggest bottleneck to LLM adoption in the Enterprise.
• Relationship-Driven: You enjoy the "people" side of sales but have the technical chops to understand a developer-first product.
• Scrappy & Strategic: You are comfortable working in a fast-paced Series B environment where you have to build the playbook while running it.

What we're looking for

• 3–5 years of experience in Partnerships, Channel Sales, Business Development, or a high-growth Sales or Solutions Engineer role (AE/AM) within the SaaS space.
• Experience navigating Cloud providers: Direct experience navigating AWS, GCP, and Azure.
• Proven Track Record: Experience meeting or exceeding targets related to pipeline generation and/or partner-influenced revenue.
• Communication Skills: Exceptional written and verbal communication, you’ll be representing Tonic.ai to some of the largest tech companies in the world.
• Self-Starter Mentality: You don't wait for a task list; you see a gap in our partner strategy and you move to fill it.

Why Tonic.ai?

• Impact: You will report directly to the CFO and have a front-row seat to the strategic decisions shaping the future of AI and data privacy.
• Breadth: Unlike narrow FP&A roles, this position offers exposure to every facet of the business from product strategy to board room mechanics.
• Culture: We value intellectual curiosity, autonomy, and a bias for action.

Tonic.ai is an equal opportunity employer. We're building a team that reflects the diversity of our users and the problems they're trying to solve.

About Tonic.ai

Tonic.ai empowers developers while protecting customer privacy by enabling companies to create safe, synthetic versions of their data for use in software development, model training, and AI implementation. Founded in 2018, with offices in San Francisco, Atlanta, New York, and London, the company is pioneering enterprise tools for data transformation, de-identification, synthesis, and subsetting, in pursuit of its mission to make data usable. Thousands of developers use data generated with Tonic.ai on a daily basis to build their products faster in industries as wide ranging as healthcare, financial services, logistics, edtech, and e-commerce. Working with customers like eBay, Cigna, American Express, and Volvo, Tonic.ai innovates to advance its goal of advocating for the privacy of individuals while enabling companies to do their best work. For more information, visit https://www.tonic.ai or follow /tonicfakedata on LinkedIn.