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.
Managing end-to-end partnership lifecycle from sourcing through scaling, including deal structuring and commercial negotiation
Developing go-to-market strategies and executing joint GTM motions with technology partners
Building and maintaining executive-level relationships with partner organizations through regular business reviews and strategic alignment sessions
Coordinating cross-functional teams across product, engineering, sales, marketing, and legal to execute partnership strategies
Negotiating complex commercial terms including pricing models, revenue sharing structures, and legal agreements
Defining partnership success metrics and tracking performance against KPIs including pipeline influence and partner-sourced revenue
Identifying and qualifying new partnership opportunities based on strategic fit and business impact potential
Translating partner capabilities and technical requirements into viable product opportunities and integration roadmaps
Building scalable partnership operating systems including frameworks, templates, playbooks, and governance structures
Developing AI-native partnership models and evaluating fit with emerging AI ecosystem players
Architecting technical integrations using APIs, webhooks, and embedded finance primitives
Prospecting and building pipeline from external vendors and data providers to support product development
Communicating complex technical and business concepts clearly to diverse stakeholder groups
Operating with high autonomy in ambiguous situations and taking ownership of initiatives from conception to outcome
Building trust and credibility with C-level executives at partner organizations through consistent delivery and strategic thinking
Managing complex sales processes and deal qualification across multiple stakeholders and markets
Aggregating partner feedback and translating market signals into strategic recommendations for product roadmap development
Leading and mentoring partner teams while building organizational capability for scaling partnerships
Developing regional and market-specific strategies adapted to heterogeneous geographic contexts
Creating partnership communications and win documentation for internal and external stakeholders
Technology
The tools and technologies that define this role.
Open Jobs
136 open Partner & Channel Manager jobs across 49 companies.
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