finout - Partner Development Manager

• 5-7 years in partner management, alliances, partner operations, channel, or business development at a B2B SaaS company or cloud provider; cloud, DevOps, data, or FinOps ecosystem experience strongly preferred. • A track record of partner-driven pipeline. You can point to specific opportunities that existed because of a partnership you managed, explain how they were sourced and registered, and say what you personally did to move them. • Range across relationship types. You've built partnerships that monetized in different ways, and you don't need a fixed playbook handed to you before you can start. Tell us about two partnerships you ran that worked completely differently from each other. • Commercial fluency: you can structure and negotiate the terms that fit a given relationship, understand how your partner makes money, and hold a credible conversation about economics rather than just enthusiasm. • Genuine technical curiosity: you can read software documentation, understand how billing and usage data flows through an integration, speak to product use cases, run a credible demo, and hold your own with a partner's technical team. You don't need to write production code, but you need to be curious and thoughtful about technology. • Hands-on experience with the AWS partner ecosystem or demonstrated ability to master a hyperscaler alliance program quickly. • Demonstrated fluency with AI tools as an operating model, not a novelty: you've built or run agentic/automated workflows (e.g., Claude, or comparable tooling) to multiply your own output, and you can show what you automated and what it freed you to do. • Strategic judgment about ecosystems: you form defensible opinions on which partnerships matter and why, grounded in product fit, capability, and market trajectory rather than logo collecting. You can tell the difference between a partner with real capability and one with a slide about it. • Working proficiency in Salesforce: reports, opportunity hygiene, and partner-related fields; experience with co-sell tooling (e.g., Labra, WorkSpan, Tackle) or a PRM is a plus. • Exceptional follow-through, amplified by systems: you instrument your own work so nothing drops, and you treat a follow-up window as a commitment. • Strong written communication; much of this job is crisp async updates, partner-facing emails, and enablement content. • Willingness to travel (~20-30%) for partner meetings, enablement sessions, field events, and industry conferences. • [https://app.ashbyhq.com/api/images/user-content/5b63edf3-ee2f-4601-8842-e7d5682dd788/ed740e71-5733-4f21-a82f-3398d76ebab7/Values5.png] • We're a hybrid company with a big vision and a startup soul. If you’re excited to help shape the future of cloud infrastructure and join a team that cares deeply about what (and how) we build—we’d love to meet you.