Head of Partnerships & Alliances, North America

Ema Unlimited
United States
Workplace: RemoteFull timeFunction: Business Development & PartnershipsExperience: 10+ yearsSkills: ["Relationship management","Negotiation","Stakeholder communication","Executive presence","Strategic execution"]

Lead Ema’s North America (US and Canada) partner-led growth channel across GSIs, ISVs, and Private Equity ecosystems. Own partner strategy, planning, and GTM execution, build and scale the partner program, and run weekly operating cadence for pipeline and revenue attribution. Act as the executive partner voice, negotiate agreements, build GSI/ISV/cloud and PE motions, and lead Partner Managers as a player-coach.

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Ema Unlimited
Ema Unlimited
3 days ago

Head of Partnerships & Alliances, North America

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Last checked: 15 hours agoStatus: Live

Job Summary

Lead Ema’s North America (US and Canada) partner-led growth channel across GSIs, ISVs, and Private Equity ecosystems. Own partner strategy, planning, and GTM execution, build and scale the partner program, and run weekly operating cadence for pipeline and revenue attribution. Act as the executive partner voice, negotiate agreements, build GSI/ISV/cloud and PE motions, and lead Partner Managers as a player-coach.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Director level

Key Responsibilities

  • •Own North America partner strategy and revenue targets across GSI, ISV, and PE ecosystems, including coverage, tiering, operating model, and annual/quarterly plans.
  • •Hire, coach, and lead Partner Managers; set expectations and run weekly deep-dive 1:1s, performance management, and talent development.
  • •Design and scale the partner program end-to-end, including tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding, partner portal/PRM, and reporting.
  • •Build and execute GSI, ISV/cloud (AWS, Azure, GCP marketplace co-sell), and PE portfolio adoption motions with joint value propositions.
  • •Establish partner-sourced vs. partner-influenced pipeline measurement and lead forecasting, attribution, and quarterly business reviews with executive partner relationships.

Key Requirements

  • •10+ years in partnerships/alliances within SaaS, consulting, enterprise software, or AI, including 2+ years leading partner managers.
  • •Proven track record building and scaling a GTM partner channel that influenced sales outcomes and drove sourced/influenced revenue.
  • •Depth across at least two motions: consulting, GSI/SI, ISV/technology alliances, and PE/portfolio motions—with the ability to build the third.
  • •Expertise in partner program design (tiering, incentives, MDF, co-sell playbooks) and strong forecasting/attribution discipline.
  • •Deep understanding of enterprise sales motions (especially AI/automation) plus executive negotiation, relationship management, and stakeholder communication.
Experience:10+ yearsPartnershipsAlliancesSaaSEnterprise softwareAI
Skills:Relationship managementNegotiationStakeholder communicationExecutive presenceStrategic execution
Tech Stack:AWSAzureGCPHubSpotSalesforcePRMRPALLM

Company Brief

Ema Unlimited
Builds an enterprise agentic AI platform (Ema) that creates AI employees to automate complex workflows across customer support, HR, finance and other functions, with a focus on security, compliance, and model fusion for high accuracy.
Industry: AI & Machine Learning
Company Size: Medium (51 to 250 employees)
Growth: Early Stage Startup
Funding: Series A
Headquarters: San Francisco, United States
Founded: 2023
Glassdoor
Glassdoor: 1.5
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