Partner Manager

3 Months ago • 5 Years +

Job Summary

Job Description

Ema is seeking a Partner Manager to lead strategic Go-To-Market (GTM) partnerships with System Integrators (SIs), Value-Added Resellers (VARs), consulting firms, cloud platforms, and AI ecosystem players. The role is crucial for building and scaling a partner-led growth channel. The ideal candidate will have experience in developing strategic partnerships, enabling sales and technical teams, and activating GTM motions with large Tier-1 partners targeting Fortune 500 enterprises. Responsibilities include identifying and onboarding partners, building joint value propositions, leading enablement efforts, advocating for partner needs, structuring agreements, driving pipeline through partners, and tracking revenue impact. Collaboration with Sales, Marketing, Product, and Customer Success teams is essential. This position requires an entrepreneurial, data-driven, and relationship-first individual who understands that partnerships drive new capabilities and customer value.
Must have:
  • 5+ years in Partner Management at SaaS/AI company
  • Proven track record of GTM partnerships
  • Experience with enterprise sales motions in AI
  • Excellent negotiation and communication skills
  • Strategic thinking and execution ability
Good to have:
  • Familiarity with agentic AI, RPA, workflow automation, or LLM platforms
  • Experience with cloud hyperscalers (AWS, Azure, GCP)
  • Prior exposure to RevOps tools (Hubspot, Salesforce, PRM)
  • Understanding of software development principles
  • Strong problem-solving and logical thinking skills
  • Ability to work in a fast-paced startup environment

Job Details

Who We Are

Ema is building the next generation AI technology to empower every employee in the enterprise to be their most creative and productive. Our proprietary tech allows enterprises to delegate most repetitive tasks to Ema, the AI employee. We are founded by ex-Google, Coinbase, Okta executives and serial entrepreneurs. We’ve raised capital from notable investors such as Accel Partners, Naspers, Section32 and a host of prominent Silicon Valley Angels including Sheryl Sandberg (Facebook/Google), Divesh Makan (Iconiq Capital), Jerry Yang (Yahoo), Dustin Moskovitz (Facebook/Asana), David Baszucki (Roblox CEO) and Gokul Rajaram (Doordash, Square, Google).

Our team is a powerhouse of talent, comprising engineers from leading tech companies like Google, Microsoft Research, Facebook, Square/Block, and Coinbase. Most of our team members hail from top-tier educational institutions such as Stanford, MIT, UC Berkeley, CMU and Indian Institute of Technology. 

Ema is based in Silicon Valley and Bangalore, India. This will be a hybrid role where we expect employees to work from our Mountain View, CA office three days a week.

Who You Are

Ema is hiring a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players. You will be instrumental in building and scaling a partner-led growth channel.

We’re looking for a seasoned professional with experience in developing strategic partnerships, enabling partners’ sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprises. You should have a track record of enabling large partner teams on Enterprise SaaS or AI-driven solutions and driving significant revenue through partnerships.

You will collaborate closely with the Sales, Marketing, Product, and Customer Success team to drive Partner success, and act as the voice of the partner internally to advocate for partner needs and product feedback. 

This role is ideal for you if you’re entrepreneurial, data-driven, and relationship-first. You understand that great partnerships don’t just drive revenue — they unlock new capabilities and customer value. You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software.

You Will

  • Identify, onboard, and grow key go-to-market (GTM) 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

Minimum Qualifications

  • 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company

  • Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes.

  • Knowledge of partner program design, including incentives, MDF, and co-sell playbooks.

  • Deep understanding of enterprise sales motions, especially in AI and automation

  • Excellent negotiation, relationship management, and stakeholder communication skills.

  • Strategic thinker with an ability to move fast and execute in a startup environment.

Ideally, You'd Have

  • Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms.

  • Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems.

  • Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems

  • Good understanding of software development principles, data structures, and algorithms.

  • Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking.

  • The ability to work collaboratively in an extremely fast-paced, startup environment.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.

Similar Jobs

Ion - Software Architect - Java Multi-Tenant SAAS Cloud Native

Ion

Pune, Maharashtra, India (On-Site)
9 Months ago
Zuora - Enterprise Account Executive

Zuora

London, England, United Kingdom (Remote)
1 Month ago
TurboTenent - Customer Experience Specialist

TurboTenent

Fort Collins, Colorado, United States (Hybrid)
3 Weeks ago
GoDaddy - Vice President of Product Management Independents

GoDaddy

Kirkland, Washington, United States (Hybrid)
1 Month ago
Quentus - Director of Product Management

Quentus

Mountain View, California, United States (Remote)
3 Months ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

Thousand Eyes - Scale Customer Success Manager

Thousand Eyes

Sydney, New South Wales, Australia (On-Site)
1 Month ago
Lilt - Customer Success Manager

Lilt

Indianapolis, Indiana, United States (Hybrid)
4 Months ago
Dialpad AI - Account Executive, Commercial

Dialpad AI

Austin, Texas, United States (On-Site)
3 Months ago
Harvey - Software Engineer, Full Stack

Harvey

San Francisco, California, United States (On-Site)
2 Weeks ago
Cadence - Scientific Sales Executive I

Cadence

Bracknell, England, United Kingdom (Remote)
1 Month ago
Netomi - Customer Success Manager

Netomi

Gurugram, India (Remote)
2 Months ago
Scale AI - Solutions Engineer, Enterprise

Scale AI

San Francisco, California, United States (On-Site)
3 Months ago
Sonar Source - Sales Development Representative

Sonar Source

Austin, Texas, United States (Hybrid)
1 Year ago
Veeam Software - Junior C# Developer for MS365

Veeam Software

Prague, Czechia (On-Site)
9 Months ago
Ness - Experienced Technical Support Engineer with German

Ness

Košice, Košice Region, Slovakia (Remote)
1 Month ago

Get notifed when new similar jobs are uploaded

Jobs in Mountain View, California, United States

Open Systems Technologies - Delivery Driver

Open Systems Technologies

Brownsville, Texas, United States (On-Site)
1 Month ago
CookUnity - Director of Culinary Operations

CookUnity

New York, United States (On-Site)
1 Week ago
Nintendo - Specialist Ambassador - Nintendo San Francisco Store

Nintendo

San Francisco, California, United States (On-Site)
9 Months ago
illumio - Staff Engineer - Architecture Team

illumio

Sunnyvale, California, United States (On-Site)
2 Weeks ago
NBC Universal - Sr. Director, Procure to Pay, Accounting Operations

NBC Universal

Englewood Cliffs, New Jersey, United States (Hybrid)
3 Months ago
Shield AI - Senior Engineer, Software Autonomy Applications (R3682)

Shield AI

San Diego, California, United States (On-Site)
1 Week ago
optillusion games - Technical Designer

optillusion games

California, United States (On-Site)
1 Month ago
Sailpoint - Senior Solutions Engineer

Sailpoint

Dallas, Texas, United States (On-Site)
3 Weeks ago
Marvell - Senior Principal Product Engineer

Marvell

Westlake Village, California, United States (On-Site)
2 Weeks ago
Nfocus solution - Desktop and IT Support Technician

Nfocus solution

Leavenworth, Kansas, United States (On-Site)
3 Weeks ago

Get notifed when new similar jobs are uploaded

Similar Category Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

About The Company

Bengaluru, Karnataka, India (Hybrid)

United States (Remote)

Bengaluru, Karnataka, India (Hybrid)

London, England, United Kingdom (Hybrid)

California, United States (On-Site)

Bengaluru, Karnataka, India (Hybrid)

Mountain View, California, United States (Hybrid)

California, United States (On-Site)

Bengaluru, Karnataka, India (On-Site)

Bengaluru, Karnataka, India (Hybrid)

View All Jobs

Get notified when new jobs are added by EMA

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug