Senior Partner Manager – Alliances & Ecosystem

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OpenNebula

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2010

🏢 Enterprise

Cloud Computing • Software • Enterprise

OpenNebula Systems is an open source cloud and edge computing platform that specializes in simplifying the deployment and management of enterprise private, hybrid, or edge cloud infrastructures. By unifying public cloud agility with private cloud security and performance, OpenNebula provides flexibility, scalability, and vendor independence, enabling seamless orchestration of compute, storage, and network resources across various cloud environments. It supports developers and DevOps practices, making it easy for enterprises to automate operations and manage applications across multiple infrastructures.

📋 Description

• Identify, recruit, and onboard high-value partners (system integrators, VARs, MSPs, etc.) • Define partner segmentation and prioritize relationships based on business impact • Build and maintain strong, trust-based relationships with key partner stakeholders • Act as the main point of contact and lead regular business reviews (QBRs, pipeline reviews) • Develop and execute joint go-to-market (GTM) plans with partners • Drive co-selling initiatives and support strategic deals • Generate and grow partner-sourced and partner-influenced pipeline • Enable partners to effectively position, sell, and deliver solutions • Define KPIs and track partner performance (pipeline, revenue, activity) • Improve partner lifecycle efficiency, including time-to-activation • Collaborate with the EMEA/worldwide team, and cross-functionally with Sales, Marketing, Product, and Customer Success • Advocate for partner needs internally and manage channel alignment/conflict

🎯 Requirements

• Bachelor’s degree in Business Administration, Engineering, Computer Science, or a related field • Proven experience in partnerships, alliances, indirect sales, or business development • Strong track record of driving revenue through partners • Experience working within cloud, infrastructure, or enterprise software ecosystems (strong advantage) • Experience managing complex stakeholder environments (internal & external) • Strong commercial acumen and results-oriented mindset • Excellent communication, negotiation, and influencing skills • Ability to operate both strategically and hands-on • Comfortable working cross-functionally in a fast-paced environment • Native Spanish speakers with advanced English level (C1 or higher) are required.

🏖️ Benefits

• Competitive compensation package and flexible remuneration: Meals, Transport, Nursery/Childcare • Customized workstation (macOS, Windows, Linux) • Private health insurance • Paid time off: Holidays, Personal Time, Sick Time, Parental leave • Afternoon-off working day every Friday and during summer • Healthy work-life balance: We encourage the right for Digital Disconnecting and promote harmony between employees personal and professional lives • Remote company with bright HQ centrally located in Madrid; offices in Boston (USA), Brussels (Belgium) and Brno (Czech Republic); and access to office space near your location when needed. • Flexible hiring options: Full Time/Part Time, Employee (Spain/USA) / Contractor (other locations)