As the Strategic Alliances Partnership Manager, you will be a high-impact contributor reporting to the Head of Global Strategic Alliances. This role will serve as the primary program lead for OEM and key technology partners, driving the entire partner lifecycle. This includes strategic relationship management, leading technical integration and operational readiness, and executing joint demand-generation and sales enablement campaigns to build a robust sales pipeline. You will provide continuous field support for sales opportunities, proactively identify and onboard new ISV partners for ecosystem development, and ensure cross-functional operational integrity and performance tracking across all alliance programs.
What You’ll Be Doing:
Strategic Relationship Management: Act as the primary program lead for both OEM and targeted technology partners. Drive initial engagement, establish a structured partnership model, and lead annual joint partner planning to align key performance indicators (KPIs), revenue targets, and strategic milestones.
Ecosystem Development: Proactively identify, prioritize, and engage net-new strategic Independent Software Vendor (ISV) partners and large platform providers (e.g., HR/Payroll) to fill product gaps and expand growth portfolios.
Partner Onboarding & Tech Implementation: Lead end-to-end onboarding journeys for OEM and technology partners. Create detailed implementation plans to ensure technical integration (such as API alignments, white-label readiness, and sandbox provisioning) and operational readiness are achieved on schedule.
Pipeline Generation & Co-Marketing: Collaborate closely with marketing and field teams to design and execute joint demand-generation campaigns, webinars, and regional ecosystem events aimed at building a robust sales pipeline with both OEM and technology partners.
Sales Enablement & GTM Support: Bridge the gap between partner organizations and internal sales teams. Design and deliver tailored enablement sessions that clearly articulate joint value propositions and integrated solution positioning to create new co-selling opportunities.
Ongoing Opportunity & Account Management: Provide continuous field and GTM support for OEM and technology partners. Cultivate deep field relationships with executives, alliance / partner leads and Go-to-Market (GTM) leadership to keep solutions top-of-mind and drive new awareness campaigns.
Cross-Functional Operational Integrity: Serve as the primary internal liaison to ensure seamless execution, lead hand-offs, and compliance across systems (such as Salesforce or NetSuite) between the supported alliance partners and JumpCloud's GTM teams - SMB, Commercial, Enterprise, VAR, as well as, Operations, ESE, Finance and Product.
Performance Tracking & Program Health: Monitor, audit, and report on the operational health of your supported alliance programs. Utilize data to identify processes or bottlenecks and implement programmatic improvements.
We’re Looking For:
Experience: 5+ years of experience working specifically with ISV and cloud software partners.
Proven Track Record: Success in building revenue-generating alliances with technology partners while achieving growth targets. Demonstrated ability to execute and support an OEM motion within the Saas / ISV space.
Domain Expertise: Deep knowledge of identity, security, infrastructure, and SaaS products.
Market Knowledge: A seasoned understanding of the India and Asia partner ecosystems, including VARs, SIs, and MSPs.
Preferred Qualifications:
Experience with Identity and Access Management (IAM) solutions.
Previous experience in a fast-paced, hyper-growth SaaS environment.
A self-starter who thrives in a remote-first environment and can work independently across multiple time zones.
Bachelor’s degree or equivalent.
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $150,000-$185,000 OTE, including base salary and any related bonuses or commissions.
In the US, JumpCloud® provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have a flexible paid time off policy.
Skills Required
- 5+ years experience working specifically with ISV and cloud software partners
- Proven track record building revenue-generating alliances and executing OEM motions within SaaS/ISV
- Deep knowledge of identity, security, infrastructure, and SaaS products
- Seasoned understanding of India and Asia partner ecosystems, including VARs, SIs, and MSPs
- Fluent spoken and written English
- Be located within one of the 50 U.S. states (remote-first, U.S. only)
- Experience with Identity and Access Management (IAM) solutions
- Previous experience in a fast-paced, hyper-growth SaaS environment
- Self-starter able to work remotely across multiple time zones
- Bachelor's degree or equivalent
What the Team is Saying
What We Do
JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to an organization’s technology resources from any device, or any location. The JumpCloud Open Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities and their devices, and apply conditional access controls based on Zero Trust principals. Since launching in 2012, our global user base has grown to more than 150,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight and Peloton. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever. We live by our core values which are: Build Connections Think Big 1% Better Every Day
Why Work With Us
We offer an incredible opportunity to see your impact. Each team member gets an up close personal view and education into building a fast growing startup. We are transparent about what we are doing, how we are doing it, and the decisions that we are making. There is opportunity to progress and flexibility to find unique approaches to our business
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Employees work remotely.
JumpCloud is committed to being remote-first across the world. We have team members in most U.S. states and in 14 countries.
