Partner & Channel Manager
Partner & Channel Managers at AI companies own partner relationships across the partnership lifecycle—from sourcing and structuring new agreements through enablement, joint go-to-market execution, and revenue tracking. The role spans both relationship development and operational delivery: identifying and qualifying potential partners, negotiating commercial terms, building enablement materials and joint sales motions, and managing the cadence of business reviews and pipeline tracking against partner-sourced revenue targets. Specific partnership types vary—technology partners for joint solutions, channel resellers for indirect revenue, system integrators for delivery capacity—and most managers cover more than one. These roles typically sit within partnerships, business development, or alliance functions, partnering closely with sales, product marketing, solutions engineering, and product on what the partner relationship needs to deliver.
Skills
What companies are looking for in this role.
Building and scaling strategic partner ecosystems across cloud, infrastructure, and AI platforms
Developing and executing go-to-market strategies with technical and business partners
Managing executive-level relationships with strategic partners and internal stakeholders
Designing and operationalizing co-sell motions and joint business planning frameworks
Translating partner strategy into measurable pipeline, revenue, and adoption outcomes
Driving partner-sourced and partner-influenced pipeline generation through structured engagement
Recruiting, onboarding, and enabling partner teams to effectively position and sell solutions
Defining partner segmentation, tiering models, and performance metrics aligned to business impact
Coordinating cross-functional alignment across Product, Sales, Engineering, Marketing, and Enablement teams
Managing technical integration partnerships and ensuring seamless developer experiences across platforms
Building repeatable partner programs and playbooks that scale across regions and partner types
Conducting quarterly business reviews and executive business reviews with partners anchored on shared metrics
Developing deep domain expertise in specific vertical markets and technology ecosystems
Understanding regulatory, compliance, and security requirements specific to enterprise and regulated markets
Leveraging artificial intelligence tools and products to amplify efficiency and impact in partnership operations
Managing partnerships within specialized domains such as federal systems, healthcare, or robotics ecosystems
Building product-led growth experiments and partner incentive structures to drive referral behavior
Designing and deploying partner-facing product experiences including marketplaces and self-serve platforms
Operating between internal and external teams while managing complex partnerships with competing priorities
Building trust and credibility with senior external executives and partner leadership teams
Communicating technical concepts and partner value propositions to diverse stakeholder audiences
Identifying and resolving partnership blockers and escalation issues proactively
Operating with high autonomy and ambiguity in fast-growing startup environments
Demonstrating curiosity and willingness to learn emerging technologies and domain expertise
Managing contracting, legal, and procurement processes across partner agreements
Technology
The tools and technologies that define this role.
Open Jobs
152 open Partner & Channel Manager jobs across 53 companies.
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