Partnership Manager

Partnership Manager
Own EZO's partnerships, integrations, and marketplaces, and turn them from a set of open threads into a measurable source of pipeline and revenue.
North Star
Make partnerships a revenue channel, measured by partner-sourced and partner-influenced pipeline, closed revenue, and the number of partners actually producing.
Why this role exists
AssetSonar's strategy is moving from being the center of the IT stack to being the trusted data layer that works alongside the systems customers already run, with Jira as the first proof point. That turns partnerships into a growth channel. Today we have active threads with Jira/Atlassian, Zebra, CrowdStrike, and Avalara, plus marketplace listings across products, and none of them has a dedicated owner with prior partnership experience. Opportunities stall on follow-through: partner requirements go unmet, deadlines slip, and partner activity isn't tied to pipeline.
This is an execution role, not a director seat. Strategy and priorities are set with the CMO and CEO. We need someone who has done partnerships before at a growing company and will run the work hands-on, from the first email to the joint webinar, so we enter 2027 with partner momentum.
Who we're looking for
Archetype A: Partnerships manager from a growth-stage SaaS company. You've been the person, or one of two, running technology and marketplace partnerships at a B2B SaaS company that was building its program. You've taken partners from application to launch to pipeline and can show what they produced.
Archetype B: BD or alliances lead ready to own the function. You've spent years in business development, alliances, or channel with real partner-sourced results, and you're ready to be the single owner of partnerships. You're comfortable with technical integration conversations and with doing the execution yourself.
Must-haves
4+ years in B2B SaaS partnerships, alliances, channel, or business development
Hands-on experience starting or rebuilding a partner program at a growing company, not only running an established motion inside a large one
Experience with technology or integration partners and app marketplaces (Atlassian, ServiceNow, Microsoft, Salesforce, or similar)
A record of partnerships that produced measurable pipeline or revenue, with numbers to back it up
Ability to take direction and execute independently: run your own work, close loops, and escalate early
Comfort working with product and engineering on integration scope
Strong judgment on which partnerships are worth the effort, and the discipline to say no
Bonus
Familiarity with ITAM, ITSM, or EAM software categories, or B2B SaaS more broadly
Experience with hardware or OEM partners (scanning, RFID, mobile printing)
Experience running partner co-marketing: joint webinars, events, content
HubSpot experience, including partner attribution
Daily use of AI tools for partner research, outreach, and reporting
What the work looks like
Own the integration partnerships. Lead the Jira/Atlassian partnership first, then expand to ITSM, RMM, and security platforms our customers run. Work with Product and the squads so integrations become joint value customers pay for, not hobby integrations.
Close out the partner pipeline. Own every open application, registration, and agreement (including Zebra and CrowdStrike): meet partner requirements such as joint customer references and certifications, work terms through Legal, and hit deadlines.
Own the marketplaces. Manage listings on Atlassian Marketplace and other app marketplaces across AssetSonar, EZO EAM, and EZRentOut: content, reviews, rankings, and lead flow from each listing.
Run co-marketing and co-selling. Plan and run joint webinars, events, and campaigns with partners (for example, Avalara on EZRentOut). Set up co-selling with Sales so partner-sourced deals are worked and tracked.
Run the partner cadence. Hold recurring business reviews with each active partner, keep commitments on both sides, and flag partnerships that aren't producing.
Measure everything. Track partner-sourced and partner-influenced pipeline and revenue in HubSpot and report monthly to the CMO, with a keep, grow, or cut call on each partner.
Validate before building infrastructure. Pilot with a few partners and prove results before proposing portals, PRM tools, or new programs.
How we evaluate candidates
Reference checks with partner contacts or managers who can speak to execution, follow-through, and results.

Success metrics
Partner inventory by day 30. Every active and pending partnership and marketplace listed with status, owner, and a keep, grow, or cut call.
Open partner pipeline closed out by day 60. Pending applications and agreements signed, launched, or formally parked.
Jira/Atlassian motion live by day 90. Joint go-to-market plan agreed with Product and Sales, with the first activity in market.
Partner pipeline. Partner-sourced and partner-influenced pipeline tracked in HubSpot and growing quarter over quarter.
Producing partners. A rising share of active partners generating pipeline, not just signed agreements.

Location: Remote - United States

Skills required for this job:

• Attribution modeling
• B2B SaaS
• Business development
• Channel partnerships
• HubSpot
• ITAM (Gestión de activos de TI)
• Information technology service management (ITSM)
• Marketing partnership development
• Marketplaces
• OEM management
• Partner development
• Technology partnership management