Senior Partner Manager( Strategic Alliances / AI Infrastructure)

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/

Job Description

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

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.

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