Partner Development Manager

October 2, 2026

Remote

Senior

Berlin

Worth knowing

English is required

Description

A partner development role for Germany and the DACH region, focused on the Public Sector and Enterprise market within the Revenue department. The manager defines and executes the partner go-to-market plan, leads onboarding and enablement programs, and owns joint pipeline generation with system integrators, resellers, cloud providers and public sector institutions. The role also includes joint business planning, quarterly reviews tracking ARR, and representing partner feedback to Product, Engineering and Legal teams. The position is full-time with a remote location type based around Berlin.

Responsibilities

Define and execute the partner go-to-market plan for the Enterprise & Public Sector Market, aligning with regional business objectives
Partner with the broader GTM team to identify and recruit high-impact partners across system integrators, distributors, resellers, ISVs, cloud providers, and public sector consultancy firms
Develop relationships with key stakeholders across the partner ecosystem, including government agencies, municipalities, and public sector institutions, to ensure partnership success
Lead partner onboarding, certification, and training programs to ensure partners are equipped to sell, deploy and manage solutions effectively for commercial and public sector customers
Collaborate with enablement to scale partner enablement through sales and technical workshops, empowering partners to deliver value to enterprise customers and government agencies
Own joint pipeline generation by creating co-sell motions, solution plays, and strategic joint go-to-market motions aligned with enterprise mission needs and public sector procurement cycles
Collaborate with partners to identify and pursue high-value opportunities in both commercial and government contracts
Run joint business planning sessions and quarterly business reviews with partners, tracking sourced and influenced ARR against targets
Ensure partners are aligned with strategic goals and performance metrics, including public sector compliance and reporting requirements
Serve as the voice of the partner within the company, relaying feedback to Product, Engineering, and Legal teams
Work with Public Policy teams to navigate government AI policies and regulations, advising partners on risk management and responsible AI best practices for the public sector
Evangelize the vision and solutions at partner and industry events, building thought leadership through briefings, speaking engagements, and initiatives focused on AI in government and public services

Requirements

8+ years of experience in partner development, channel sales, or alliance management within the tech industry, preferably in AI or cloud solutions, with a track record of enterprise ARR contribution and public sector partnerships
Deep understanding of public sector organizations, government agencies, and municipal institutions, plus the enterprise market and key industry verticals
Strong relationship-building and negotiation skills, with a track record of driving partner success in both commercial and public sector environments
Experience and demonstrated depth with Sovereign Cloud GTM
Ability to navigate complex regulatory and compliance landscapes, including AI ethics, government policies, and public sector procurement requirements
Working understanding of AI (LLMs, retrieval-augmented generation, agentic workflows) and their applications in enterprise and public sector contexts
Experience working with major system integrators, global consultancies, hyperscalers, and public sector technology partners including joint GTM and co-sell motions
Excellent communication and presentation skills, with the ability to evangelize the company's vision to partners, government stakeholders, and industry organizations
Results-driven growth mindset and bias for action, thriving in a start-up-speed environment and enjoying building and scaling partner programs

Conditions

Full-time employment with remote location type based around Berlin
A weekly lunch stipend of $75/£75 or equivalent in local currency for lunch
Full health and dental benefits, including a separate budget for mental health
RRSP matching, 401K, Pension Scheme
100% Parental Leave top-up for up to 6 months for either parent
Annual enrichment benefits covering arts & culture, fitness/wellness, and workspace improvement credit
Education & learning stipend for conferences, courses, and coaching
6 weeks of paid vacation (30 working days)
Budget for traveling to other offices if remote, plus an annual company offsite
Co-working benefit for those not near an office
$500 home office stipend to set up your workspace properly

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