AutomationBurp SuiteGenerative AiNessusScriptingSource

Ema is hiring a leader for North America (US and Canada) Partnerships & Alliances to build, lead, and scale our North American partner-led growth channel across three high-leverage ecosystems: Global System Integrators (GSIs), Independent Software Vendors (ISVs), and Private Equity (PE) firms and their portfolio companies. You will own the strategy, the number, and the team - personally carrying our most strategic partner relationships while hiring, coaching, and leading a team of Partner Managers.

This is a player-coach leadership role. You will set the partner GTM strategy, stand up the program and operating cadence, run the operating cadence on a weekly basis and be accountable for partner-sourced and partner-influenced pipeline and revenue in the US and Canada. You will be the executive voice of the partner inside Ema - turning partner feedback into product and GTM priorities - and the face of Ema in the partner ecosystem.

You’re a fit if you’ve built or scaled a partner function, led partner managers, and driven meaningful revenue through Tier-1 partners selling into Fortune 500 enterprises. You’re entrepreneurial, data-driven, and relationship-first; you know 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. What You’ll Own

• Strategy & number: Own the North American partner strategy and revenue target across the GSI, ISV, and PE ecosystems - set coverage, tiering, the operating model, and the annual and quarterly plan.
• Team leadership: Hire, coach, and lead a team of Partner Managers. Set clear expectations, run weekly deep-dive 1:1s, manage performance, and develop the next generation of partner talent.
• Program build: Design and scale the partner program end-to-end - partner tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding flows, partner portal/PRM, and reporting.
• GSI motion: Build joint value propositions and services-pull practices with Tier-1 System Integrators; activate their sales and delivery teams to co-sell and co-deliver Ema into enterprise accounts.
• ISV & cloud motion: Develop technology alliances and marketplace co-sell (AWS, Azure, GCP), aligning integrations and joint GTM with ISV and hyperscaler ecosystems.
• PE motion: Build relationships with Private Equity firms and their operating partners to drive Ema adoption as a value-creation lever across portfolio companies.
• Forecasting & attribution: Establish the rigor to measure partner-sourced vs. partner-influenced pipeline, coverage ratios, and revenue impact - and forecast the partner number credibly to leadership.
• Executive relationships: Own C-level relationships across strategic partners; structure and negotiate partnership agreements, incentives, and success metrics.
• Cross-functional leadership: Partner with Sales, Marketing, Product, and Customer Success to drive partner success; advocate internally for partner needs and product feedback.
• Cadence & QBRs: Define partner success metrics and lead quarterly business reviews with strategic partners and internally.
• Ecosystem presence: Represent Ema at industry events, partner conferences, and ecosystem forums; stay ahead of trends in enterprise AI and evolving GTM models., Deliver generative AI-enabled source code review and application security engagements. Coordinate with leadership, organize resources, refine and present assessment findings, document recommendations, and mentor junior red team members. Support penetration testing projects, including external and web application testing, while managing engagement delivery and improving security assessment technologies and workflows.

• 10+ years in partnerships/alliances at a SaaS, consulting company, enterprise software, or AI company, including 2+ years leading and managing partner managers.
• A track record of building and scaling a GTM partner channel that directly influenced sales outcomes and drove material sourced/influenced revenue.
• Depth across at least two of: Consulting companies, GSI/SI, ISV/technology alliances, and PE/portfolio motions - with the ability to build the third.
• Partner program design expertise including tiering, incentives, MDF, and co-sell playbooks.
• Strong forecasting, attribution, and RevOps discipline - you manage the channel on leading indicators, not just closed revenue.
• Deep understanding of enterprise sales motions, especially in AI and automation.
• Executive presence with excellent negotiation, relationship management, and stakeholder communication skills.
• A strategic thinker who moves fast and executes in a startup environment.
• Strong operational chops - You set clear KPIs for your team and run the weekly cadence to track them and follow up. You can project manage complex set of projects across multiple partners.

Ideally, You’d Have

• Familiarity with agentic AI, frontier models, RPA, enterprise workflow automation, or LLM-based platforms.
• Experience with cloud hyperscalers (AWS, Azure, GCP) and their marketplace/co-sell programs.
• An existing network across Tier-1 SIs, ISV ecosystems, and/or Private Equity operating partners.
• Prior exposure to RevOps and PRM tooling (HubSpot, Salesforce, or a dedicated in-house built PRM).
• Experience building a partner function from an early stage and scaling it with process and team.
• The ability to work collaboratively in an extremely fast-paced startup environment.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits., Designs and engineers secure network and cloud architectures across AWS, GCP, Azure, and physical data centers. Responsibilities include threat modeling, network segmentation, monitoring, alerting, automation, attack-surface reduction, and secure connection patterns. The role drives strategic security improvements, partners with product and infrastructure teams, communicates architectural decisions, and mentors engineers. Candidates need deep hybrid networking and cloud security expertise, protocol knowledge, scripting ability, independent problem-solving skills, and strong communication. Top Skills: AIApplied CryptographyAWSAzureCi/CdDnsGCPGoHttp/SHybrid Cloud NetworkingPrivate EndpointsPythonService MeshesShell ScriptingTcp/IpTlsTransit GatewaysVpcsZero Trust Architecture

115K-160K Annually Senior level 115K-160K Annually Senior level Cloud * Computer Vision * Information Technology * Sales * Security * Cybersecurity Conduct AWS cloud threat hunting for global clients using Falcon, threat intelligence, cloud logs, queries, and scripts. Review configurations, identify adversarial activity and unauthorized access risks, develop defensive recommendations, and manage client projects. Communicate findings through technical reports, presentations, and stakeholder briefings, including to CISO-level audiences, regulators, and legal counsel. Top Skills: AWSAws-Native ServicesCi/CdCloud Control PlaneCloud LoggingCloud NetworkingCloud SecurityData SecurityFalconGoIdentity And Access ManagementPythonThreat IntelligenceWorkload Security

What you need to know about the Colorado Tech Scene

With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.

Key Facts About Colorado Tech

• Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
• Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
• Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
• Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
• Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
• Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute

Head of Partnerships & Alliances, North America

Posted 5 Hours Ago Be an Early Applicant Remote Hiring Remotely in United States Expert/Leader Remote Hiring Remotely in United States Expert/Leader Leads Ema’s North American partnerships and alliances strategy across GSIs, ISVs, cloud hyperscalers, and private equity. Owns partner-sourced revenue, channel strategy, program design, forecasting, executive relationships, and partner operations. Builds and manages a Partner Manager team, develops co-sell and marketplace motions, negotiates agreements, establishes performance metrics, and collaborates with Sales, Marketing, Product, and Customer Success to drive enterprise AI adoption. The summary above was generated by AI 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, Ema is at the frontier of what Agentic AI can do in production - we ship real systems that run real business processes at scale.