Partner Operations Manager

About the role

TwelveLabs works with several types of partners, including hyperscalers, data platforms, AI data infrastructure providers, ISVs, channel partners, and we continue to expand our partnerships. Each partner has its own programs, field teams and internal structure. Those partnerships only grow as fast as the operations and strategy behind them: opportunities registered on time, partner pipeline in sync with our CRM, field teams enabled and our time spent on the motions that produce revenue.

As Partnerships Operations Manager, you’ll own the operational layer across all of our partners. You’ll work closely with our partnerships leadership (Head of Partnerships, Partner Management and Ecosystem Partnerships) to drive revenue through our partners. That means running partner operations cleanly, and also bringing a point of view on where we invest: which motions to lean into with each partner, whether that’s events, field enablement or joint sales plays. You’ll learn how each partner organization works and use data that matters to them to shape their priorities. We’re still building this function from scratch, so the processes you create will become our standard.

In this role you will

• Build a point of view on where partner investment pays off. Use pipeline and win data to recommend which motions to lean into with each partner, whether that’s events, field enablement or joint sales plays, and which to drop.

• Learn how each partner organization works: who owns budget, how their field teams are measured and what their leadership tracks. Use that to get TwelveLabs prioritized, and make the case for joint investment with data points that matter to them.

• Design repeatable joint sales plays with partner field teams, and measure which ones produce qualified pipeline and closed revenue.

• Bring the data and recommendations to quarterly business reviews and joint planning sessions with partner stakeholders.

• Act as program owner for each partner: maintain our presence in their partner portals, including listings, program tiers, certifications and compliance deadlines.

• Own co-sell operations end to end: register and track opportunities, keep partner systems in sync with our CRM, manage funding and credit submissions, and run marketplace and channel transactions with Sales, Finance and Legal.

• Build partner pipeline reporting, including sourced vs. influenced revenue, deal velocity, forecast and ROI by partner and by program.

• Run the partner engagement calendar with Partner Marketing and our SA team, covering events, field enablement and co-marketing, from planning through follow-up and impact tracking.

• Build the operating model and playbooks so any seller can run a co-sell motion with any partner, and so new partners can be onboarded quickly.

• Build AI automations and agent workflows into partner operations, for work like opportunity registration, funding submissions, data hygiene and reporting, and keep improving them as volume grows.

You may be a good fit if you

• Have 5-7 years in partnerships, alliances, partner operations, sales operations or RevOps at a B2B SaaS, data or cloud company.

• Have run co-sell with at least one major cloud or data platform partner. Hands-on AWS experience (Partner Central, ACE, funding and credits such as SCA) is strongly preferred; Snowflake, GCP or Azure partner programs also count.

• Have recommended where to put partner time and budget, backed it with data and can show what happened afterward.

• Have worked through a large partner’s internal structure to get something done: found the right owner, learned what they’re measured on and made the case in their terms.

• Have built or run joint sales plays, field enablement or partner events that produced qualified pipeline and closed-won revenue.

• Have designed or run parts of a partner program, such as tiers, incentives, MDF, deal registration or partner payouts.

• Are data-driven and comfortable owning pipeline metrics, forecasting and reporting.

• Have built AI workflows or automations (with Claude, ChatGPT or similar tools) that took manual work off a team, and want to do the same for partner operations.

• Communicate clearly in writing and in the room, both internally and externally.

• Like ambiguous, high-growth environments where you can build processes from nothing and own them.

• Have worked across Sales, Marketing, Product and Engineering, and like being the person who connects them.

• Are curious about video AI and want a central role in building its partner ecosystem.

Nice to have

• Experience at an ISV that sold with or through AWS, Snowflake or VAST Data, or time on the partner side (for example, as an AWS PDM).

• Experience setting up channel or ISV partner programs, including reseller terms and deal registration.

• Experience integrating ACE or another partner portal with a CRM.

• Experience with AI/ML, data infrastructure or developer-focused products.

Benefits and Perks

🤝 An open and inclusive culture and work environment

🚀 Work closely with a collaborative, mission-driven team on cutting-edge AI technology

🏥 Full health, dental, and vision benefits

🌴 Extremely flexible PTO and parental leave policy. Office closed the week of Christmas and New Years

💪 Monthly wellness stipend

📚 Annual Learning & Development stipend to invest in your growth

💼 Global offices in San Francisco and Seoul, and coworking office memberships for remote team members

🛂 VISA support where applicable

🚆 Transportation stipend (SF & NY onsite only)

🍲 Daily meal support (SF & NY onsite only)