Partnerships Manager

Ottimate is an AI-powered AP [Accounts Payable] automation platform that empowers finance teams to reduce costs, prevent overpayments, detect fraud, and enforce policy compliance across the entire invoice-to-payment lifecycle.

Your Responsibilities:

• Partnership Strategy & Execution:
  • Co-develop and own the partnership strategy aligned with company objectives and growth priorities in your specific ecosystem.
  • Identify, evaluate, and prioritize strategic partners that expand market access and unlock new revenue opportunities.
  • Lead partnership discussions end-to-end, including discovery, negotiation, structuring, and execution of agreements.
• Relationship Ownership:
  • Build and manage executive-level relationships with key partners, serving as the primary point of contact and trusted advisor.
  • Own the full lifecycle of partnerships, from onboarding and enablement through long-term partner management.
  • Act as the escalation point for strategic partner issues while proactively identifying opportunities for expansion.
• Cross-Functional Influence:
  • Work closely with Sales, Marketing, Product, Legal, and Customer Success to align on joint initiatives and ensure successful execution.
  • Influence internal stakeholders without formal authority, driving alignment and momentum across teams.
  • Translate partner feedback into actionable insights that inform product direction and go-to-market strategy.
• Pipeline & Revenue Impact:
  • Drive measurable pipeline and revenue through partner resellers, partner referrals and partner-influenced opportunities.
  • Support co-selling motions with internal sales teams, helping partners position joint value propositions effectively.
• Performance Measurement & Optimization:
  • Know and work towards your success metrics and track performance against goals, pipeline, and ROI.
  • Continuously refine partnership models, playbooks, and processes to improve efficiency and scalability.
• Market & Brand Presence
  • Represent the company externally at partner meetings, industry events, and ecosystem forums.
  • Stay close to market trends, competitive dynamics, and partner needs to inform ongoing strategy.

Requirements

We’re looking for a highly driven, strategic individual contributor who thrives on ownership and impact. The ideal candidate will demonstrate:

• Strong Partnership Management Experience
  • Proven experience owning partnerships or alliances as an individual contributor, with measurable business outcomes.
  • Comfort operating independently while managing multiple strategic initiatives in parallel.
• Strong Partnership & Commercial Acumen
  • A track record of building and scaling partnerships that drive pipeline, revenue, or strategic market expansion.
  • Experience negotiating complex partnership agreements and navigating multi-stakeholder environments.
• Strategic & Analytical Thinking
  • Ability to assess markets, identify high-value partner opportunities, and translate insights into action.
  • Data-driven mindset with experience defining metrics, tracking results, and iterating based on performance.
• Influence Without Authority
  • Exceptional communication and relationship-building skills, with the ability to influence across teams and levels.
  • Strong executive presence and confidence engaging with senior leaders, both internally and externally.
• Execution-Oriented & Adaptable
  • Bias toward action, ownership, and results in fast-moving environments.
  • Comfortable navigating ambiguity and building structure where none exists.
• Bonus Attributes
  • Experience across multiple partner types (e.g., technology, channel, strategic alliances).
  • Familiarity with CRM systems and partnership management tools.
  • Passion for ecosystem-led growth and building scalable partnership programs.