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Senior Partner Manager

Remote US

Who we are.

Solo enables companies to Connect, Secure and Observe modern applications – APIs, Microservices and Data – with the industry’s leading API and Service Mesh Management Platform (“Gloo”). Solo innovations allow companies to stay on the leading edge of both technology and business possibilities.

Solo is a VC-backed company, founded in 2017 by Idit Levine. In 2021, Solo was valued at $1B. Solo’s customers are some of the largest in the world, spanning all geographies and industries. Solo’s team has deep expertise in Cloud Computing, Linux, Containers, Kubernetes, Service Mesh, APIs, Security, Microservice Applications, Application Modernization, GraphQL, and eBPF.

About the role.

We’re looking for a dynamic Sr. Partner Manager to join our growing team and accelerate our partner ecosystem, driving success through co-selling, channel development, and cloud partnerships. The ideal candidate will have a proven track record in successfully managing relationships with partners and collaborating with cross functional teams on strategies. 

This role may require occasional travel

Job Description:

  • Co-Selling with Partners:
    Work closely with channel partners, cloud partners (AWS, GCP, Azure), and other strategic partners to drive co-selling motions. Enable partners to position and sell Solo.io solutions effectively.
  • Recruiting & Onboarding:
    Identify, recruit, and onboard new partners into Solo.io’s Gloo Partner Network program. Ensure a smooth onboarding experience and provide the necessary resources and training for partners to succeed.
  • Partner Enablement:
    Develop and implement partner enablement plans, including training, sales collateral, and joint marketing initiatives, to ensure partners are equipped to drive Solo.io solutions.
  • Joint Go-To-Market (GTM) Initiatives:
    Collaborate with partners on joint GTM initiatives, including co-marketing campaigns, events, webinars, and case studies to generate demand and showcase customer success stories.
  • Relationship Management:
    Act as the primary point of contact for a portfolio of partners. Build and maintain strong relationships to ensure ongoing alignment and collaboration.
  • Drive Growth:
    Create a strategy to expand existing partnerships while also developing new ones. Identify growth opportunities within the ecosystem and execute on key strategic initiatives.
  • Reporting & Metrics:
    Track and report on partner performance, pipeline development, and revenue contributions. Work with internal teams to continuously optimize partner programs and processes.

Job Requirements:

  • 5+ years of experience in partner management, channel sales, or a related role, ideally in a technology company.
  • Proven track record of successfully co-selling with channel and cloud partners (AWS, GCP, Azure).
  • Experience recruiting, onboarding, and enabling partners.
  • Strong understanding of partner ecosystems, go-to-market strategies, and joint sales motions.
  • Ability to build and maintain relationships with senior-level stakeholders at partner organizations.
  • Strong communication and presentation skills, with the ability to influence and drive results.
  • A self-starter who thrives in a fast-paced, startup-like environment.

What you’ll love about Solo.

At Solo, our culture is all about hiring great people, creating a fun and fast-paced work culture, and letting our teams work with our customers to successfully solve their challenges.

Solo works collaboratively with our customers, partners and open source communities to deliver technology innovation, technology solutions, architectural best-practices, and hands-on education. Solo uses a unique engagement model with our customers that allows us to quickly make them successful, and continue to work closely with them as their production environments grow.

 

Solo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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