Partnership Manager

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Ottimate

WebsiteLinkedInAll Job Openings

51 - 200 employees

Ottimate (formerly Plate IQ) is the leading AP automation AI.

📋 Description

• Co-develop and own the partnership strategy aligned with company objectives and growth priorities in your specific ecosystem. • Identify, evaluate, and prioritize strategic partners that expand market access and unlock new revenue opportunities. • Lead partnership discussions end-to-end, including discovery, negotiation, structuring, and execution of agreements. • Build and manage executive-level relationships with key partners, serving as the primary point of contact and trusted advisor. • Own the full lifecycle of partnerships, from onboarding and enablement through long-term partner management. • Act as the escalation point for strategic partner issues while proactively identifying opportunities for expansion. • Work closely with Sales, Marketing, Product, Legal, and Customer Success to align on joint initiatives and ensure successful execution. • Influence internal stakeholders without formal authority, driving alignment and momentum across teams. • Translate partner feedback into actionable insights that inform product direction and go-to-market strategy. • Drive measurable pipeline and revenue through partner resellers, partner referrals and partner-influenced opportunities. • Support co-selling motions with internal sales teams, helping partners position joint value propositions effectively. • Know and work towards your success metrics and track performance against goals, pipeline, and ROI. • Continuously refine partnership models, playbooks, and processes to improve efficiency and scalability. • Represent the company externally at partner meetings, industry events, and ecosystem forums. • Stay close to market trends, competitive dynamics, and partner needs to inform ongoing strategy.

🎯 Requirements

• Strong Partnership Management Experience • Proven experience owning partnerships or alliances as an individual contributor, with measurable business outcomes. • Comfort operating independently while managing multiple strategic initiatives in parallel. • Strong Partnership & Commercial Acumen • A track record of building and scaling partnerships that drive pipeline, revenue, or strategic market expansion. • Experience negotiating complex partnership agreements and navigating multi-stakeholder environments. • Strategic & Analytical Thinking • Ability to assess markets, identify high-value partner opportunities, and translate insights into action. • Data-driven mindset with experience defining metrics, tracking results, and iterating based on performance. • Influence Without Authority • Exceptional communication and relationship-building skills, with the ability to influence across teams and levels. • Strong executive presence and confidence engaging with senior leaders, both internally and externally. • Execution-Oriented & Adaptable • Bias toward action, ownership, and results in fast-moving environments. • Comfortable navigating ambiguity and building structure where none exists. • Bonus Attributes • Experience across multiple partner types (e.g., technology, channel, strategic alliances). • Familiarity with CRM systems and partnership management tools. • Passion for ecosystem-led growth and building scalable partnership programs.

🏖️ Benefits

• Compensation: $140,000-165,000 base (Includes bonus structure) • Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance. • Competitive salary based on skills & experience. • Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family. • Employer sponsored 401(k) with company match. • Paid Time Off (and the encouragement to use it). • Annual company retreats. • Promote from within philosophy.