Partnership Manager

Kestra Technologies•New York, NY

2d•Remote

About The Position

Kestra is seeking a Partnership Manager to build and own the Kestra Partner Ecosystem Catalog. This role is responsible for establishing and scaling the program, focusing on technology partners (cloud providers, data platforms, AI vendors, infrastructure tools) and consulting & SI partners (system integrators, boutique firms). The goal is to create a go-to destination for integrations and solutions that help build and run modern applications. This is a builder role with end-to-end ownership, reporting directly to the CEO and collaborating closely with Product, PMM, Field Engineering, and Sales teams.

Requirements

4–7 years in partnerships, business development, or alliances, ideally in open-source infrastructure, data tooling, DevOps, or cloud platforms.
Experience building a partnership program from an early stage.
Technically fluent: understanding of how integrations work, ability to speak to engineering teams, and familiarity with YAML configuration.
Strong commercial instincts: ability to structure win-win deals and move them to signature.
Excellent written and verbal communication skills in English.
German or French language skills are a plus.

Nice To Haves

Prior exposure to open-source ecosystems and developer communities.
Experience with workflow orchestration, data pipelines, or infrastructure automation.
Existing network in the data/cloud/DevOps consulting world (Europe or US).
Familiarity with co-sell and co-market mechanics in cloud marketplaces (AWS, GCP, Azure).

Responsibilities

Build the Partner Program from scratch, including program structure (tiers, benefits, co-marketing, referral mechanics, certification requirements), onboarding process, partner portal, and co-sell rules of engagement.
Define and track KPIs such as partner-sourced pipeline, partner-influenced ARR, and ecosystem catalog coverage.
Identify and prioritize technology integration partners (strategic cloud platforms, AI/ML tooling, data infrastructure, DevOps/IDP vendors).
Lead partnership negotiations, including co-marketing agreements, joint GTM plans, and technical integration scopes.
Coordinate with Product and Engineering teams to ship and document integrations.
Develop consulting & SI partnerships by mapping the landscape of relevant system integrators, boutique DevOps/data consultancies, and nearshore delivery firms.
Structure partner enablement programs, including training, certifications, Kestra Academy access, and demo environments.
Run joint account planning with Field Engineers and Account Executives.
Drive ecosystem growth by owning the Kestra Partner Ecosystem Catalog (content, positioning, launch).
Build co-marketing plays such as joint case studies, webinars, conference presence, and community cross-pollination.
Work with PMM on partner-led demand generation campaigns.
Maintain a healthy pipeline of partner candidates at all stages.
Conduct quarterly business reviews with strategic partners.
Report on partner-sourced and partner-influenced revenue monthly.