Your role will span marketing, co-selling, technical support, and model launch program management to ensure a successful partnership and a direct impact on revenue growth and profitability.

As the main point of contact, you will collaborate closely with our partner companies to ensure they meet their goals, are satisfied with fal's platform, and stay informed on the latest industry trends.

Success in this role requires a combination of strong business acumen, technical understanding, and the ability to lead complex, cross-functional initiatives.

Key responsibilities include:

• Contract Negotiations & Procurement: Lead complex commercial negotiations, including Master Service Agreements (MSAs), NRE, cost models, open-book pricing, ramp and capacity commitments, and risk-buy frameworks.

• Partner Relationship Management: Develop and manage strong relationships with key stakeholders at partner companies, ensuring alignment on business goals and fostering long-term, mutually beneficial success.

• Drive Model Launches: Oversee the successful deployment and scaling of generative AI models with partners, including coordination with technical teams to ensure seamless execution.

• Infrastructure Development: Work with partners to design and implement infrastructure solutions that support their AI model deployments, ensuring reliability, scalability, and performance.

• Co-Selling and Marketing: Collaborate with partners on joint marketing initiatives, co-sell opportunities, and product integrations to drive revenue growth.

• Program Management: Lead the execution of the Model Launch Program, managing timelines, deliverables, and cross-functional teams to ensure that models are launched successfully and on schedule.

• Drive Revenue and KPIs: Focus on driving revenue growth and profitability with your partner portfolio. You will be responsible for meeting specific KPIs, including consumption-based revenue targets, partner satisfaction, and expansion opportunities.

• Industry Insight: Stay informed about trends in AI, machine learning, and generative media to proactively identify opportunities and provide thought leadership to partners.

• Partner Success: Ensure partners have the resources and support they need to succeed. Manage the end-to-end partner experience to foster long-term, mutually beneficial relationships.

Requirements include:

• 4+ years of experience at an infrastructure or cloud company, with demonstrated expertise in contract negotiations and managing strategic partnerships and driving go-to-market initiatives,

• Previous experience in Account Executive (AE) roles particularly within the AI, technology, or enterprise software industries is preferred,

• Proven track record of driving partner success and managing complex, multi-stakeholder initiatives from inception to execution.

• Strong understanding of AI infrastructure, generative models, and model deployment processes.

• Experience in co-selling, joint marketing, and building go-to-market strategies with external partners.

• Expertise in program management with the ability to manage multiple complex projects simultaneously, meeting deadlines and delivering results.

• Strong communication skills, with the ability to engage technical and non-technical audiences and lead cross-functional teams.

• A proactive, problem-solving mindset with the ability to adapt to a fast-changing landscape.

XML job scraping automation by YubHub

At Yubico, we offer:

Freedom and Flexibility: At Yubico, we want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. The way we balance the fast-paced demands of a high-growth company and sustainability is making rest a priority.

Yubico Values: We work to ensure that our employees have an open space to have their voices amplified to create a workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico.

Social Connection: Relationships and connectedness matter, and we love spending time with our team! Our virtual workspace keeps us connected day-to-day whether it's through Yubico celebrating wins or our buzzing Slack communities.

The Role: Yubico is seeking an experienced Senior Director of Partner Marketing to accelerate our growth through stronger technology and GSI partnerships.

Tasks & Responsibilities:

• Build and nurture strong marketing relationships with technology alliances and GSI partners to ensure Yubico is positioned as the hardware security key of choice in their ecosystem

• Develop and execute annual joint marketing strategies with technology and GSI partners to achieve shared business goals

• Partner with Business Development to operationalize GSI marketing framework and expand alliance influence

• Be the champion and voice of partners internally, advocating for partner needs across marketing, product, and sales teams

• Develop and execute joint marketing programs and campaigns to drive awareness, adoption, and integration of Yubico products within the partner ecosystem

• Collaborate across partner BD, Channel, Sales, Product Management, Demand Gen, and Marketing teams to execute partner marketing strategy

• Build and lead a global partner marketing team to execute integrated campaigns and drive measurable results

• Recommend and lead special projects that advance the long-term growth of partner marketing programs and ecosystem

Basic Qualifications:

• 10+ Years in technology marketing with deep experience in partner, alliances, or ecosystem marketing

• Proven success building scalable joint marketing programs and leading high-impact teams.

• Strong understanding of technology alliances, GSIs, and partner co-marketing dynamics

• Excellent communication, cross-functional collaboration, and leadership skills

• Cybersecurity experience is a HUGE PLUS

XML job scraping automation by YubHub