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.

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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