Mirantis
Senior Partner Manager (Strategic Alliances / AI Infrastructure)
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About Mirantis
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
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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
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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
It is understood that Mirantis, Inc. may use automated decision-making technology (ADMT) for specific employment-related decisions. Opting out of ADMT use is requested for decisions about evaluation and review connected with the specific employment decision for the position applied for. You also have the right to appeal any decisions made by ADMT by sending your request to isamoylova@mirantis.com
By submitting your resume, you consent to the processing and storage of your personal data in accordance with applicable data protection laws, for the purposes of considering your application for current and future job opportunities.
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