Senior Partner Manager( Strategic Alliances /… at Mirantis · Seattle

companyDescription
Mirantis, an IREN company, is the Kubernetes-native AI infrastructure company, enabling organizations to build and operate scalable, secure, and sovereign infrastructure for modern AI, machine learning, and data-intensive applications. By combining open source innovation with deep expertise in Kubernetes orchestration, Mirantis empowers platform engineering teams to deliver composable, production-ready developer platforms across any environment—on-premises, in the cloud, at the edge, or in sovereign data centers. As enterprises navigate the growing complexity of AI-driven workloads, Mirantis delivers the automation, GPU orchestration, and policy-driven control needed to manage infrastructure with confidence and agility. Committed to open standards and freedom from lock-in, Mirantis ensures that customers retain full control of their infrastructure strategy.  https://www.mirantis.com/
jobDescription
We are seeking a Senior Partner Manager to build, scale, and operationalize high-impact strategic partnerships that drive product innovation, dynamic co-marketing, and building pipeline, revenue, and product adoption.
This role is ideal for a commercially minded partnerships leader who thrives at the intersection of strategy, go-to-market execution, and cross-functional leadership. You will own a select portfolio of strategic technology ecosystem partners, penetrating partner org charts, developing joint value propositions, enabling field teams, and generating measurable business outcomes.
This is not a channel operations role. Success is defined by partner influence, innovative partner campaigns, deal acceleration, and long-term partner leverage.
Key Responsibilities:
Strategic Partner Ownership
Own a defined set of strategic partners
Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorship
Serve as the primary point of accountability for portfolio partner success
Go-To-Market & Revenue Impact
Deeply contemplate partner thesis, objectives, and incentives and match to our own
Drive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignment
Work closely with Sales to:
Identify priority accounts to engage partners
Support deal strategy and positioning
Remove friction in complex, multi-party deals
Enable sales teams with partner messaging, playbooks, and competitive context
Cross-Functional Leadership
Partner with Product and Engineering to influence:
Integrations
Roadmap alignment
Partner-driven feature requirements
Collaborate with Marketing on:
Launches
Field enablement
Partner campaigns and events
Align with Finance and RevOps on forecasting, attribution, and reporting
Executive & Partner Engagement
Build trusted relationships with partner executives and internal senior leadership
Represent the company in executive briefings, partner QBRs, and industry events
Communicate market trends, partner feedback, and competitive insights to the business
Operational Excellence
Establish clear success metrics (pipeline, revenue, adoption, partner health)
Maintain structured partner cadences, reporting, and internal alignment
Identify gaps, risks, and opportunities early—and act decisively
Success Metrics (First 6-12 Months)
Active joint GTM motions with top partners
Meaningful growth in partner-sourced and partner-influenced pipeline
Increased sales confidence and adoption of partner plays
Strong executive relationships with priority partner executives
Clear, repeatable partner engagement model
qualifications
Experience
5–9 years in partnerships, alliances, or enterprise business development
Proven experience in B2B software, SaaS, cloud, or platform companies
Demonstrated success working with:
Strategic partners
Hyperscalers or infrastructure providers
Other large ecosystem partners
Track record of driving pipeline or revenue, not just managing relationships
Skills & Attributes
Comfortable navigating complex, multi-stakeholder environments
Strong commercial instincts; understands how deals actually close
Executive presence with the ability to influence without authority
Highly structured, which enables adaptability in ambiguous situations
Clear communicator both internally and externally
Data-driven, process-oriented, and accountable
Nice to Have
Experience scaling partnerships in a high-growth environment
Exposure to global or regional partner ecosystems
Background working closely with Product and Engineering teams
Why Join Us
High-impact role with direct visibility to executive leadership
Opportunity to shape and scale a strategic partner ecosystem
Clear path for growth as the partnerships function expands
Work on complex, meaningful problems with strong market tailwinds
additionalInformation
What does Mirantis offer you?
Work with an established Silicon Valley leader in the cloud infrastructure industry;
Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies;
Be a part of cutting-edge, open-source innovation;
Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued;
Professional development and training;
Attend conferences and working groups;
Company outings, happy hours, hackathons, and tech talks;
Receive a competitive compensation package with a strong benefits plan.
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