Strategic Partnerships Development Manager

OrcaRouter; San Francisco (CA); On-site; USD 82,656 - 123,984; Full time

Job summary

OrcaRouter is seeking a Strategic Partnerships Development Manager for a contract role based in the San Francisco Bay Area. The role blends onsite and remote work, focusing on identifying, structuring, and growing high‑impact partnerships to expand OrcaRouter’s market presence and product adoption.

You will source and qualify opportunities, lead partner discussions, negotiate terms, and work with product and engineering teams to map integration paths and co‑created offerings, while developing

Qualifications

• Strong Analytical Skills for assessing partnership opportunities, modeling business impact, and tracking performance metrics.
• Experience in Strategic Partnerships, including sourcing, relationship management, and negotiating win‑win agreements.
• Background in Business Development to drive new partner pipelines, structure deals, and support revenue growth.
• Sales experience in B2B or technology environments, with the ability to influence stakeholders and close complex partnership arrangements.
• Expertise in Go-to-Market Strategy, including co‑marketing plans, joint launches, and alignment with product and sales teams.
• Familiarity with AI, developer tools, or cloud platforms, and comfort discussing technical concepts with partners.
• Excellent communication, presentation, and negotiation skills, with the ability to collaborate across functions and cultures.
• Ability to work effectively in a hybrid environment in the San Francisco Bay Area, managing both in‑person and remote interactions.
• Bachelor’s degree in Business, Marketing, Technology, or a related field; advanced degree or equivalent experience is beneficial.

Responsibilities

• Source and qualify partnership opportunities.
• Lead partner discussions and negotiations on commercial/technical terms.
• Collaborate with product and engineering to define integration paths.
• Develop go-to-market plans with partners.
• Align sales and marketing efforts with partnerships.
• Track performance metrics to ensure mutual value and long-term relationships.

Skills

Strong Analytical Skills

Strategic Partnerships

Business Development

Sales Experience

Go-to-Market Strategy

AI/Cloud familiarity

Communication & Negotiation

Education

Bachelor’s degree in Business/Marketing/Technology

Job description

Company Description

OrcaRouter is an intelligent AI routing layer that dynamically selects the optimal model for every prompt from more than 200 available models. By intelligently matching workloads to the most efficient models, OrcaRouter helps organizations reduce inference costs by up to 80% while maintaining high performance. The platform operates with zero markup and no vendor lock-in, giving teams flexibility and control over their AI infrastructure. With one unified API, OrcaRouter simplifies integration, accelerates experimentation, and enables scalable AI deployments for technology-forward companies.

Role Description

The Strategic Partnerships Development Manager is a contract role responsible for identifying, structuring, and growing high-impact partnerships that expand OrcaRouter’s market presence and product adoption. In this hybrid position based in the San Francisco Bay Area, the manager will spend time both onsite and working from home, meeting with partners, coordinating cross‑functional stakeholders, and driving joint initiatives. Day‑to‑day activities include sourcing and qualifying partnership opportunities, leading partner discussions, negotiating commercial and technical terms, and collaborating with product and engineering teams to define integration paths and co‑created offerings. The role will also focus on developing go‑to‑market plans with partners, aligning sales and marketing efforts, and tracking performance metrics to ensure mutual value and long‑term relationship success.

Qualifications

• Strong Analytical Skills for assessing partnership opportunities, modeling business impact, and tracking performance metrics.
• Experience in Strategic Partnerships, including sourcing, relationship management, and negotiating win‑win agreements.
• Background in Business Development to drive new partner pipelines, structure deals, and support revenue growth.
• Sales experience in B2B or technology environments, with the ability to influence stakeholders and close complex partnership arrangements.
• Expertise in Go‑to‑Market Strategy, including co‑marketing plans, joint launches, and alignment with product and sales teams.
• Familiarity with AI, developer tools, or cloud platforms, and comfort discussing technical concepts with partners.
• Excellent communication, presentation, and negotiation skills, with the ability to collaborate across functions and cultures.
• Ability to work effectively in a hybrid environment in the San Francisco Bay Area, managing both in‑person and remote interactions.
• Bachelor’s degree in Business, Marketing, Technology, or a related field; advanced degree or equivalent experience is beneficial.