ISV / Technology Marketplace Partner Manager

About the role

This is a hybrid of GTM and technology partner strategy. Your top focus is running partner relationships at scale and building an ISV / marketplace ecosystem that our GTM team can leverage: partners ready to co-sell and co-market with, listings and joint plays that attach cleanly to field motions, and an operating model that makes the portfolio usable by Sales, Marketing, and Product.

You own the partner side of the motion — portfolio health, activation, programs, and cross-functional orchestration — so GTM has an ecosystem to leverage in deals and campaigns without each relationship needing a bespoke rebuild.

Responsibilities

Portfolio & commercial ownership

• Own a portfolio of technology and ISV partners across recruit → onboard → activate → expand; go deep on the highest-impact relationships and keep the broader set productive with programmatic coverage

• Build joint plans with priority partners (shared goals, listing / integration milestones, co-sell / co-market, success metrics) and own outcomes — partner-sourced or influenced pipeline, marketplace activity, activation velocity, partner health

Marketplace, ISV programs & scale motions

• Build and scale marketplace / ISV motions: listing readiness, activation playbooks, engagement models or tiers as needed, and field-ready co-sell / co-market plays

• Prove new routes to market with a small partner set (co-market launches or programs that create pipeline, co-sell plays), then turn what works into repeatable programs

• Run the operating rhythm — pipeline syncs, business reviews, executive check-ins, escalations — that still works when the book is large

Cross-functional liaison

• Act as the primary internal owner for ISV / marketplace workstreams across Product, Eng, Sales, and Marketing

• Drive three-way coordination with AEs (SpaceXSI ↔ partner ↔ customer) and partner with Marketing on joint narratives, launches, and marketplace discovery that create real pipeline

• Serve as the voice of the technology partner ecosystem inside SpaceXSI, and bring structure (operating model, scorecards, rules of engagement) as the portfolio grows

Basic Qualifications

• Bachelor’s degree and 5+ years of professional experience in partnerships, business development, alliances, or channel roles; OR 9+ years of professional experience in partnerships, business development, alliances, or channel roles in lieu of a degree

• 2+ years managing a portfolio of 10 or more technology or ISV partners at the same time

• Experience launching or operating a technology partner, ISV, or marketplace program (e.g., partner onboarding, marketplace listings, or co-sell)

Preferred Qualifications

• Partnerships experience at a developer tools, AI/ML, or B2B SaaS company selling to engineering leaders and developers

• Experience with cloud marketplaces and hyperscaler partner programs (AWS, Azure, Google Cloud), including co-sell motions and three-way plays with ISVs

• Built partner onboarding, listing-readiness, or activation playbooks used across a multi-partner portfolio

• Ran co-sell plays with account executives across SpaceXSI, partner, and customer, and tracked partner-sourced or partner-influenced pipeline

• Ran joint co-marketing launches or campaigns with partner marketing teams that generated pipeline

• Technical fluency to discuss integrations, APIs, and product fit with partners and Product / Engineering teams

• Experience using Salesforce for partner pipeline and attribution, and partner tools such as Crossbeam or PartnerStack