Partner Manager

ABOUT EMA Ema is building the world’s leading Agentic AI platform to transform enterprise productivity. We enable organizations to delegate repetitive tasks to Ema, the Universal AI Employee, delivering 10x gains in workforce efficiency, across functions. Founded by former executives from Google, Coinbase, Flipkart, and Okta, our team includes engineers from premier tech companies and graduates of Stanford, MIT, UC Berkeley, CMU, and IITs. We are backed by industry leading investors including Accel, Naspers/Prosus, Section32, and angels like Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley and with offices in London, Bangalore and Vancouver and Bangalore, Ema is at the frontier of what Agentic AI can do in production — we ship real systems that run real business processes at scale. WHO YOU ARE Ema is hiring a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players. You will be instrumental in building and scaling a partner-led growth channel. We’re looking for a seasoned professional with experience in developing strategic partnerships, enabling partners’ sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprises. You should have a track record of enabling large partner teams on Enterprise SaaS or AI-driven solutions and driving significant revenue through partnerships. You will collaborate closely with the Sales, Marketing, Product, and Customer Success team to drive Partner success, and act as the voice of the partner internally to advocate for partner needs and product feedback. This role is ideal for you if you’re entrepreneurial, data-driven, and relationship-first. You understand that great partnerships don’t just drive revenue — they unlock new capabilities and customer value. You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software. YOU WILL - Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators - Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases - Lead partner enablement efforts, including training, certifications, and sales collateral - Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration - Structure and negotiate partnership agreements, incentives, and success metrics - Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities - Track joint deals, monitor partner-influenced pipeline, and measure revenue impact - Build and scale partner programs, including onboarding flows, partner portals, and reporting tools - Define partner success metrics and lead quarterly business reviews (QBRs) - Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth - Stay up to date on trends in enterprise AI and evolving GTM models - Represent the company at industry events, partner conferences, and ecosystem forums MINIMUM QUALIFICATIONS - 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company - Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes. - Knowledge of partner program design, including incentives, MDF, and co-sell playbooks. - Deep understanding of enterprise sales motions, especially in AI and automation - Excellent negotiation, relationship management, and stakeholder communication skills. - Strategic thinker with an ability to move fast and execute in a startup environment. IDEALLY, YOU'D HAVE - Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms. - Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems. - Prior exposure to RevOps tools li