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Ema Logo Ema · Sales

Partner Manager

United Kingdom, London · Job Posted February 21, 2026
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Job Description

Ema is hiring a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players. You will be instrumental in building and scaling a partner-led growth channel.

Job Responsibility

  • Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators
  • Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases
  • Lead partner enablement efforts, including training, certifications, and sales collateral
  • Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration
  • Structure and negotiate partnership agreements, incentives, and success metrics
  • Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities
  • Track joint deals, monitor partner-influenced pipeline, and measure revenue impact
  • Build and scale partner programs, including onboarding flows, partner portals, and reporting tools
  • Define partner success metrics and lead quarterly business reviews (QBRs)
  • Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth
  • Stay up to date on trends in enterprise AI and evolving GTM models
  • Represent the company at industry events, partner conferences, and ecosystem forums

Requirements

  • 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
  • Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes
  • Knowledge of partner program design, including incentives, MDF, and co-sell playbooks
  • Deep understanding of enterprise sales motions, especially in AI and automation
  • Excellent negotiation, relationship management, and stakeholder communication skills
  • Strategic thinker with an ability to move fast and execute in a startup environment

Nice to have

  • Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms
  • Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems
  • Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems
  • Good understanding of software development principles, data structures, and algorithms
  • Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking
  • The ability to work collaboratively in an extremely fast-paced, startup environment
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