Partnerships Manager

Cascade AI•San Francisco, CA

17h•Hybrid

About The Position

The Partnerships Manager owns and grows Cascade’s partner relationships across private equity partners, benefits and HR consulting partners, and cloud marketplaces, including Microsoft Azure and Google Cloud. This is a hands-on individual contributor role focused on deepening existing partnerships, expanding the number of producers and partner accounts actively working with Cascade, and building a repeatable partner-sourced pipeline motion. The role serves as Cascade’s primary day-to-day contact for partners, maintaining relationship cadence through quarterly business reviews, reporting, joint planning, and account mapping. The Partnerships Manager builds trust and engagement that convert partner interest into opportunities, tailoring the approach to portfolio adoption with private equity sponsors, producer-led referrals with consulting firms, and co-sell and transaction motions through cloud marketplaces. The role works closely with Cascade’s sales and marketing teams to enable partners, track activity in the CRM, convert partner-sourced interest into pipeline, and report on performance. First-year success includes strengthening existing relationships, activating more producers and consultants, generating qualified referrals, running effective account mapping and QBRs, and establishing clear visibility into partner-sourced and partner-influenced pipeline. The position is intended to help partnerships become a meaningful growth channel through consistent operating cadence, engagement, enablement, reporting, and repeatable motions.

Requirements

At least 4 years of experience in channel, partnerships, alliances, or partner-facing sales, ideally in B2B SaaS, HR tech, benefits, or insurance.
A track record of building and maintaining relationships, including with senior stakeholders, and turning them into measurable business results.
Experience running QBRs, joint planning, partner reporting, and communicating results to multiple audiences.
Comfort with account mapping and working within a partner ecosystem to identify shared accounts, warm introductions, and referrals.
Strong communication, presentation, and enablement skills, including the ability to run demos and lead trainings.
An organized, self-directed operating style and ability to manage many relationships with minimal oversight in a small, fast-moving team.
CRM fluency, ideally Salesforce or a similar system, and discipline in pipeline tracking and reporting.
Strong analytical skills and ability to create metrics and reports, including writing and running SQL to generate business intelligence reports for partners.
Willingness to travel to meet partners as needed.

Nice To Haves

Familiarity with benefits, HR, or insurance distribution, including the day-to-day work of a benefits consultant.
Experience working with private equity firms and their portfolio companies.
Experience with cloud marketplaces, particularly Microsoft Azure and Google Cloud marketplaces and co-sell motions.
Early-stage or greenfield experience building a partner motion from the ground up.

Responsibilities

Own partner relationships across private equity, consulting, and cloud marketplace motions, serving as the primary day-to-day contact and aligning Cascade’s value with partner priorities.
Tailor partner approaches to portfolio adoption with private equity sponsors, producer-led referrals with consulting firms, and co-sell and transaction motions through Microsoft Azure and Google Cloud marketplaces.
Plan and lead quarterly business reviews with key partners, track joint pipeline, referrals, wins, shared accounts, and goals, and communicate progress clearly.
Expand relationships with individual producers and consultants within consulting organizations, educating and engaging them on how to position Cascade.
Run account mapping sessions to identify shared accounts and warm introductions.
Recruit and activate new producers within existing consulting partners and bring new partner accounts into the program.
Grow partner-sourced pipeline across both the number of producers and partners and the level of activity within each relationship.
Drive partner enablement through trainings, demos, co-marketing, joint events, and regular touchpoints.
Work with sales and marketing to convert partner-sourced interest into pipeline, track activity in the CRM, and report on what is working.
Produce metrics and reports, including business intelligence reports for partners.