Senior Partner Program Manager - Strategic Initiatives

WHY WE NEED YOU The Senior Partner Manager manages the global partner ecosystem, including System Integrators (SIs), Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs) across EMEA and the US, driving partner performance, revenue growth, and operational excellence. Your mission is to expand, enable, and optimize Maltego’s partner network — ensuring partners are onboarded effectively, equipped for success, compliant with Maltego’s processes, and positioned to drive high-quality revenue. This is a senior role accountable for driving channel-sourced and channel-influenced revenue, building a high-performing partner pipeline, and expanding ARR through existing and newly recruited partners. The role balances partner strategy, revenue growth, and co-selling execution, while working closely with Sales, Marketing, Enablement, and Partner Operations teams. WHAT TO EXPECT Channel Revenue Growth & Commercial Ownership * Own partner-sourced and partner-influenced revenue outcomes, including pipeline creation, deal progression, and ARR growth. * Drive channel pipeline generation against defined targets, ensuring healthy pipeline coverage via partners. * Lead joint account planning with Sales and partners, focusing on large and strategic opportunities. * Actively support partner co-selling, including deal strategy, positioning, and executive alignment for larger opportunities. * Drive renewals and expansions through partners in collaboration with Account Management and Sales.  Partner Qualification & Onboarding * Identify, recruit, onboard, and activate new high-potential partners (including SIs and government prime contractors). * Own the qualification and onboarding of new partners, ensuring alignment with partnership strategy, commercial requirements, and long‑term business objectives. * Ensure partners are contractually, technically, and commercially enabled to operate effectively within the Maltego ecosystem. * Oversee partner readiness by coordinating onboarding, training, and certification pathways. Partner Management & Governance * Own the ongoing management of partner relationships, ensuring alignment against agreed revenue goals, priorities, and engagement models. * Develop and implement annual partner strategies, including setting commercial objectives and success criteria. * Maintain operational cadence with partners through regular reviews and structured business performance tracking. * Lead governance of partner participation in sales workflows, acting as the main escalation point for commercial and deal-related topics. * Oversee and maintain operational frameworks, compliance, and data integrity across partner systems and processes. * Drive partner program improvements by leading reporting, dashboards, and collecting actionable partner feedback.  Partner Marketing & Engagement * Serve as the primary interface between partners and Marketing to ensure alignment on joint initiatives and priorities. * Own partner participation in events, webinars, and campaigns, ensuring clear objectives and measurable outcomes. * Oversee end‑to‑end partner engagement for joint marketing activities, from planning through execution and follow‑up. YOUR PROFILE IN SHORT * 4-6 years in partner management, channel sales, or ecosystem leadership roles in B2B SaaS environment * Proven track record of building and scaling revenue-generating partner ecosystems * Strong commercial acumen with experience driving pipeline, closing deals, and growing ARR through partners * Experience working with system integrators, resellers, and/or government prime contractors * Deep understanding of enterprise sales motions and co-selling models * Excellent stakeholder management and cross-functional collaboration skills * Background in cybersecurity, intelligence, or SaaS * Experience operating global partner programs  * Understanding of channel sales models * Experience with certification or enablement programs. * Commercially driven and outcome-oriented * Strategic thinker with hands-on execution mindset * Comfortable operating at senior and executive levels internally and externally * Able to balance long-term partner strategy with near-term revenue delivery ABOUT THIS OPENING Core KPIs * Partner-sourced ARR  * Partner-influenced ARR  * Channel pipeline coverage & accuracy  * Partner win rate * New partners recruited and activated * Partner CRM data accuracy & hygiene  * Partner engagement & enablement metrics * ARR growth via partners (renewals & expansions) WHY YOU WILL LOVE MALTEGO Here are some of the reasons why you will love Maltego: * Work closely with Product, Marketing, and Sales on meaningful go-to-market initiatives. * Contribute to clear, high-quality messaging for a global user base of investigators and analysts. * Gain experience in a fast-growing tech scale-up across the private and public sectors. * Join an inclusive and diverse team that values your ideas and supports your growth. * Access supported language courses for continued learning. * Receive mental health support via .nilo, including psychologists and digital tools. At Maltego, we are committed to supporting diversity and inclusion in our organization. We are an equal opportunity employer. We welcome applications from all individuals regardless of race, religion, color, nationality, gender, sexual orientation, age, or disability. LOCATION * Based in Munich, Germany (hybrid) * Some travel required (partner visits, events) REQUIRED DOCUMENTS / INFORMATION Ready to help drive the future of digital investigations? Apply now with your resume and a cover letter highlighting your experience in partner management.

ABOUT VERCEL: Vercel is the agentic infrastructure company. We free people and agents to ship what’s next. For more than a decade, Vercel has shaped how the web is built. As the team behind Next.js, v0, and AI SDK, we create products that help builders move from idea to production with speed, security, and exceptional developer experience. Now, software is entering a new era, and the next generation of products will not just be used by people. They will be built, extended, and operated by agents. We are building the platform for that future, trusted by companies like OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. Whether you’re building our products, supporting our customers, growing our community, or shaping our story, you’ll help define what comes next. ABOUT THE ROLE: We are looking for a Senior Partner Manager, AWS to join our Partnerships team. You will play a pivotal role in strengthening our presence within AWS sales teams, aligning to AWS programs and competencies, and building repeatable co-sell motions that drive revenue growth. The ideal candidate will have experience working with hyperscalers, activating field relationships, accelerating joint pipeline and enabling sellers at Vercel and AWS to win together. You will report to the Head of AWS Alliance. This is a hybrid position, based in San Francisco, New York or Austin, with in-office anchor days on Monday, Tuesday, and Friday. For location-specific details, please connect with our recruiting team. WHAT YOU WILL DO: Strategic Field Engagement & Co-Sell Leadership * Own and execute the North America co-sell strategy with AWS, generating high-value pipeline and accelerating revenue growth. * Embed deeply with AWS field teams to develop joint account plans, territory strategies, and coordinated deal execution alongside Vercel Account Executives. * Identify, qualify, and advance high-impact co-sell opportunities leveraging AWS programs including ISV Accelerate, AWS Marketplace, and other funding initiatives. * Lead strategic account mapping sessions, executive business reviews, and regular cadence meetings to ensure alignment and progression of opportunities. * Manage and optimize pipeline within the AWS ACE (APN Customer Engagement) portal, ensuring co-sell eligibility and seamless coordination with AWS sellers * Build and activate strategic relationships across the broader AWS Partner Network (including ISVs, GSIs, and consulting partners) to design and execute triangulated go-to-market plays with AWS, driving multi-partner pipeline creation and accelerating enterprise deal cycles. Partner Enablement & Program Activation * Translate Vercel’s technical and business value into AWS-aligned engagement plays, driving repeatable, scalable co-sell motions. * Enable AWS sellers, Partner Development Managers (PDMs), and Partner Solution Architects (PSAs) with technical positioning, customer use cases, and messaging tailored for complex enterprise scenarios. * Lead joint field marketing and go-to-market initiatives at flagship events such as AWS re:Invent and regional AWS Summits, fostering executive engagement and accelerating pipeline. Revenue Growth & Pipeline Accountability * Own measurable co-sell sourced and influenced pipeline, ensuring predictable revenue impact from AWS engagements. * Track, forecast, and report on key performance metrics including AWS-originated opportunities, influenced revenue, Marketplace transactions, and program participation. * Diagnose regional and account-level performance gaps, designing and executing targeted engagement plans to accelerate growth. Cross-Functional & Executive Alignment * Build and maintain trusted executive relationships across AWS and Vercel, including field sellers, PDMs, PSAs, and regional sales leadership. * Collaborate internally across Sales, Marketing, Partner Operations, and Leadership to remove execution blockers and ensure alignment on joint priorities.   ABOUT YOU: * 5+ years of senior partner sales, alliances, or channel leadership experience within SaaS or cloud infrastructure * Proven success co-selling with hyperscale cloud providers, particularly AWS, with deep understanding of their field organization and GTM motions * Track record leading account mapping sessions, territory planning, and executive business reviews in complex enterprise environments * Strong technical acumen, with the ability to understand and articulate Vercel’s platform capabilities, web technologies, and digital transformation solutions * Exceptional ability to navigate matrixed organizations, influence multiple stakeholders, and drive consensus at the executive level * Data-driven and metrics-oriented, translating co-sell activities into tangible revenue outcomes * Thrive in fast-paced, high-growth environments with evolving priorities * Collaborative team leader who fosters cross-functional success and contributes to strategic decision-making.   BENEFITS: * Competitive compensation package, including equity. * Inclusive Healthcare Package. * Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. * Flexible Time Off. * We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The San Francisco, CA OTE pay range for this role is $175,000 - $270,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.