Senior Partner Manager( Strategic Alliances / AI Infrastructure)

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

Additional Information
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.

We are a Leader for Container Management in G2 (#2 after AWS)!

Company Description
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/