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.

We are a Leader for Container Management in G2 (#2 after AWS)!