Description
This is a hybrid role combining GTM and technology partner strategy. You will run partner relationships at scale and build an ISV/marketplace ecosystem that the GTM team can leverage.
Responsibilities
Portfolio & commercial ownership
- Own a portfolio of technology and ISV partners across recruit → onboard → activate → expand; focus on high-impact relationships and maintain a productive broader set with programmatic coverage
- Develop joint plans with priority partners, including shared goals, listing/integration milestones, co-sell/co-market strategies, and success metrics
Marketplace, ISV programs & scale motions
- Build and scale marketplace/ISV motions, including listing readiness, activation playbooks, engagement models, and field-ready co-sell/co-market plays
- Test new routes to market with select partners and develop repeatable programs
- Manage the operating rhythm, including pipeline syncs, business reviews, executive check-ins, and escalations
Cross-functional liaison
- Act as the primary internal owner for ISV/marketplace workstreams across Product, Eng, Sales, and Marketing
- Coordinate with AEs, partners, and customers; collaborate with Marketing on joint narratives, launches, and marketplace discovery
- Represent the technology partner ecosystem within SpaceXSI and establish an operating model, scorecards, and rules of engagement
Basic Qualifications
- Bachelor's degree and 5+ years of professional experience in partnerships, business development, alliances, or channel roles; OR 9+ years of experience in lieu of a degree
- 2+ years managing a portfolio of 10+ technology or ISV partners
- Experience launching or operating a technology partner, ISV, or marketplace program
Preferred Qualifications
- Partnerships experience at a developer tools, AI/ML, or B2B SaaS company
- Experience with cloud marketplaces and hyperscaler partner programs (AWS, Azure, Google Cloud)
- Built partner onboarding, listing-readiness, or activation playbooks
- Ran co-sell plays with account executives and tracked partner-sourced or partner-influenced pipeline