Strategic Partner Manager, AI & Cloud Ecosystems

Lightning; New York, Northern (NY, KY); Hybrid; USD 175,000 - 200,000; Full time

Benefits offered by this job

Health coverage

Equity and RSUs

401(k) matching

Unlimited PTO and holidays

Winter break

Parental & family leave

Professional development allowance

Wellness stipends

Sabbatical after four years

Flexible work schedule

In-office meals

Job summary

Lightning AI in New York City is seeking a Partner Account Manager to build and scale its partner ecosystem across channel, cloud, reseller, services, and technology partners. You will drive joint pipeline, align field teams, and enable partners to position Lightning AI to customers building advanced AI systems.

Responsibilities include developing joint business plans, co-selling motions, and managing partner performance while collaborating with Sales, Solutions Engineering, Marketing, and

Qualifications

• 5+ years in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management.

Responsibilities

• Own a portfolio of strategic partners and build joint business plans tied to pipeline, revenue, customer adoption, and field engagement.
• Create and execute co-selling motions with partner sales teams, Lightning AI Account Executives, Solutions Engineering, Marketing, and Customer Success.
• Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle.
• Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews.
• Work with Channel MLSEs and Partner Enablement to ensure partner teams understand Lightning AI’s technical value proposition and how to identify strong-fit customers.
• Negotiate and operationalize partner motions, including referral, resale, co-sell, marketplace, implementation, and services workflows where applicable.
• Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality.
• Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes.

Skills

Partnerships

Channel sales

Business development

Alliances

Enterprise sales

Partner account management

Job description

Lightning AI in New York City is seeking a Partner Account Manager to build and scale its partner ecosystem across channel, cloud, reseller, services, and technology partners. You will drive joint pipeline, align field teams, and enable partners to position Lightning AI to customers building advanced AI systems.

Responsibilities include developing joint business plans, co-selling motions, and managing partner performance while collaborating with Sales, Solutions Engineering, Marketing, and