Partner Manager, AI Ecosystem Partnerships

Turing

1d•$240,000 - $260,000•Remote

About The Position

Turing Intelligence builds and deploys AI systems for enterprises such as BlackRock, Apollo, PepsiCo, and Goldman Sachs. We run as a startup inside Turing, and our forward-deployed engineers work directly in client environments. The foundation-model providers sell models and enterprise agreements, but they do not want to staff the implementation. Their customers still need someone to build real systems on those models, and that is our business. When a model provider recommends implementation partners into one of its enterprise accounts, we want Turing to be on that list. We already have working relationships with two of the leading foundation-model providers. Both partners know us, but almost no revenue flows through either channel yet. We are hiring our first Partner Manager to change that: to sell Turing through and with these partners, run the partner programs behind that motion, and own the revenue that comes through the channel. This is a hands-on, player-coach role. You will work on your own at first, and if the channel proves itself, you may build a team under it.

Requirements

5+ years in partnerships, alliances, or channel, including at least 2 years carrying a quota or a partner-sourced revenue target
Partner or alliance experience on the services side: you have managed a professional services or consulting firm's partnerships with cloud or technology vendors, ideally at a boutique or mid-size firm
Both halves of the job: you have pitched your firm to a vendor's account teams and won referrals, and you have run a partner program's registrations, co-sell, tiers, and funding
Fluency in the partner playbook: sourced versus influenced attribution, deal registration, co-sell, cloud marketplaces, and market development funds
Discretion: you can manage partners who compete with each other and keep each relationship fair and separate
Commercial judgment: you can read a P&L, model a referral structure against a margin floor, and tell revenue from profitable revenue
Range: comfortable with a partner's field rep and a partner's executive, and with a delivery lead and a general manager inside Turing
A player-coach who wants to do the work directly and build a channel from early stage

Nice To Haves

AI experience: partnerships with a foundation-model provider or AI platform, or selling AI implementation work
Enough technical fluency to discuss model selection, agents, and deployment with an enterprise CTO or a partner's solutions architect
Experience managing two or more competing vendor partnerships at the same time
Experience selling into enterprise financial services

Responsibilities

Sell through and with our partners
Pitch Turing to the partners' account executives and field teams, so they recommend us into their enterprise accounts
Build partner-sourced and partner-influenced pipeline by mapping partner account teams onto our target accounts and joining their account planning
Co-sell in the field: joint account plans, shared pursuit calls, and joint proposals
Route Turing-originated enterprise demand toward partner consumption, which earns referrals back to us
Own the revenue that comes through the channel, and grow it quarter over quarter
Manage each program end to end: onboarding, registrations and referrals, certifications, tier progression, partner credits, market development funds, and training
Keep the paperwork and tracking tight and consistent, and own partner pipeline reporting as the single source of truth inside Turing
Run the partner cadence: regular partner check-ins, quarterly business reviews, executive meetings, and partner events
Keep our engineers certified and current on each partner's platform, and turn each model or platform launch into activity across our accounts
Manage partners who compete with each other, keeping each partner's information separate and giving none of them an advantage over another
Raise conflicts early and honestly, including where a partner's own services team competes with us or where our delivery capacity cannot back a commitment we are asked to make
Run the channel much as a general manager runs a vertical, working mostly with our financial services (BFSI) business and with other verticals as accounts require
Build the case studies and references partners ask for before they recommend us, starting from delivered work and new wins
Partner with our delivery leaders to make sure every commitment made through the channel can be staffed and delivered