Partner Account Manager

About the Role
We are looking for a Partner Account Manager to help build Lightning AI’s partner ecosystem and turn strategic partnerships into real revenue. This role will own relationships with channel, cloud, reseller, services, and technology partners, and will be responsible for building joint pipeline, aligning field teams, and making partners successful in positioning Lightning AI to customers building serious AI systems.

What You'll Do
Own a portfolio of strategic partners and build clear joint business plans tied to pipeline, revenue, customer adoption, and field engagement.
Create and execute co-selling motions with partner sales teams, Lightning AI Account Executives, Solutions Engineering, Marketing, and Customer Success.
Identify partner-sourced and partner-influenced opportunities, qualify fit, and help move deals through the sales cycle.
Develop partner account plans, executive alignment maps, target account lists, enablement plans, and quarterly business reviews.
Work with Channel MLSEs and Partner Enablement to ensure partner teams understand Lightning AI’s technical value proposition and how to identify strong-fit customers.
Negotiate and operationalize partner motions, including referral, resale, co-sell, marketplace, implementation, and services workflows where applicable.
Track partner performance, pipeline health, sourced revenue, influenced revenue, activation, and engagement quality.
Represent partner feedback internally and help improve partner programs, packaging, integrations, and field processes.

What We're Looking For
5+ years in partnerships, channel sales, business development, alliances, enterprise sales, or partner account management.
Experience building revenue-producing partnerships in technical B2B markets.
Strong commercial instincts and the ability to turn partner relationships into pipeline, opportunities, and closed revenue.
Experience working with sales teams, technical pre-sales teams, partner field teams, marketing, and operations.
Ability to build trust with partner executives and field sellers while driving accountability to measurable outcomes.
Strong project management and communication skills, especially in ambiguous or cross-company environments.
Comfort operating in a high-growth company where the partner motion is still being built.

Nice-to-Haves
Experience with cloud partners, systems integrators, AI/ML consultancies, data partners, developer platforms, or infrastructure ecosystems.
Experience with marketplace, resale, referral, co-sell, or services partner models.
Familiarity with AI infrastructure, GPUs, MLOps, data platforms, or enterprise cloud buying cycles.
Experience building partner programs from an early stage.