Strategic Partnerships Lead - Enterprise AI

Ema; United States; Remote; GBP 70,000 - 110,000; 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 build and scale a partner-led growth channel and enable large partner teams to drive enterprise SaaS or AI-driven revenue.

You will collaborate with Sales, Marketing, Product, and Customer Success to drive partner success, advocate for partner needs, and shape a new category of enterprise software.

Qualifications

• 5+ years experience in Partner management in SaaS, enterprise software, or AI.
• Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes.

Responsibilities

• Identify, onboard, and grow key go-to-market 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.

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 build and scale a partner-led growth channel and enable large partner teams to drive enterprise SaaS or AI-driven revenue.

You will collaborate with Sales, Marketing, Product, and Customer Success to drive partner success, advocate for partner needs, and shape a new category of enterprise software.