Senior Partner Manager( Strategic Alliances / AI Infrastructure)

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/ 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     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 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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