Strategic Partner Growth Lead

Ema; San Francisco (CA); On-site; USD 140,000 - 200,000; Full time

Job summary

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.

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.

Responsibilities

• 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.

Skills

Partner management

Enterprise SaaS

Strategic partnerships

Tools

Hubspot

Salesforce

PRM systems

Job description

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.