The primary responsibility of the Partner Manager (AI Boutiques) is to build and develop our ecosystem of AI-native boutiques, specialist SIs and consultancies. The Anthropic Alliances team's function is to extend and accelerate adoption of Claude and its developer platform by recruiting and developing a portfolio of consulting, services, technology and selling partners. This role focuses on partners who are building Claude-first practices,typically smaller, more agile firms with deep AI implementation expertise. These partners deliver proof points, train the talent pool, and drive adoption velocity in the mid-market to complement our developing GSI relationships.

Responsibilities:

• Be the face of Anthropic Alliances to our DACH/CEE emerging boutique partner ecosystem across AI-natives, specialist SIs and consultancies.
• Build and curate the partner portfolio to accelerate Claude adoption and service mid-market and enterprise customers.
• Identify, recruit, and onboard high-potential partners with genuine AI implementation capability.
• Partner with sales leaders to ensure business objectives are identified and met, with particular focus on deals where boutique agility and specialist expertise add value.
• Understand partners' businesses, their technical depth, and their target customer segments.
• Drive structure and rigour in joint business planning and active pipeline development.
• Provide and coordinate sales and technical enablement, ensuring partners function as a seamless extension of our direct sales and Applied AI teams.
• Coordinate with the GSI-focused Partner Manager to ensure complementary coverage and avoid duplication.
• Review customer needs and coverage gaps to identify where to focus prospecting and partner capability development.
• Monitor market and industry trends to identify emerging partners and new areas of specialisation.
• Develop and deliver regular pipeline, lead, and activity reports attributing partner value.
• Be the "voice of the partner" to internal teams (product, sales, leadership),surface implementation patterns, product feedback, and competitive intelligence from the practitioners closest to the technology.

You may be a good fit if you have:

• 5+ years of experience developing services partners, consulting partners, or specialist VARs in the AI, data, or enterprise software industry.
• Track record of building channel and partner motions from early stage and enabling partners who are themselves building new practices.
• Experience working with boutique consultancies and SIs; understanding of how smaller partners add value to complement GSIs.
• Experience managing an ecosystem across multiple countries, liaising with multiple distributed GTM teams.
• Demonstrated experience with technology products at an early stage of maturity, including APIs and platforms.
• Experience driving revenues across start-ups, digital native and mid-market.
• Very comfortable navigating a high degree of ambiguity and prioritizing work ruthlessly in an exceptionally fast-moving environment.
• Comfortable leveraging AI tooling to multiply impact and efficiency.
• Ability to work autonomously and in virtual teams.
• Willing and able to travel throughout the region.
• Fluent German. Other European languages are a plus.

Logistics

Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. Visa sponsorship: We do sponsor visas!

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact , advancing our long-term goals of steerable, trustworthy AI , rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills. The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and paid time off, and opportunities for growth and development.

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You will work closely with the Country Lead and the broader go-to-market team to build a partner network that accelerates Scale's mission in Qatar and delivers measurable impact for government and enterprise customers.

This is a high-impact, high-ownership role at the heart of one of Scale's most strategically significant markets. You will be operating at the intersection of national AI ambition and enterprise transformation and the work you do will directly shape how Qatar's institutions and organisations adopt and benefit from AI.

Responsibilities:

• Build and manage Scale AI's channel partner ecosystem in Qatar - identifying, recruiting, and onboarding Global & Local system integrators, technology partners, and value-added resellers aligned with Scale's mission and market priorities.

• Drive partner-sourced pipeline and revenue working with partners to identify opportunities, structure joint go-to-market motions, and accelerate deals across government and enterprise segments.

• Develop and execute joint business plans with key partners setting clear objectives, aligning on priorities, and holding partners accountable to agreed outcomes.

• Enable partners to effectively represent Scale AI's portfolio designing and delivering training, certification, and enablement programmes that build genuine product and solution fluency.

• Serve as the primary relationship owner for Scale's channel partners in Qatar building deep, trusted relationships at the leadership level that position Scale as a long-term strategic partner.

• Collaborate cross-functionally with sales, solutions engineering, marketing, and the Country Lead to ensure channel activity is aligned with Scale's broader go-to-market strategy in Qatar.

• Track, report, and optimise channel performance maintaining accurate pipeline visibility, monitoring partner KPIs, and continuously improving the channel programme based on data and market feedback.

• Represent Scale AI at industry events, forums, and partner engagements across Qatar building the brand and expanding the network in a market where relationships and presence matter.

What we're looking for:

• 7+ years of experience in channel management, partner development, or enterprise go-to-market roles within the technology sector.

• Proven track record of building and scaling channel ecosystems in the Gulf region with deep knowledge of the Qatar market, its institutions, and its partner landscape.

• Strong understanding of AI, data, and enterprise software able to articulate Scale AI's value proposition fluently to technical and non-technical audiences alike.

• Exceptional relationship management skills able to build trust and operate with credibility at the C-suite and ministry level.

• Highly organised and data-driven, comfortable managing complex partner portfolios, pipeline reporting, and performance metrics with rigour and precision.

• Fluency in Arabic and English - both written and spoken, with the cultural intelligence to operate effectively across diverse stakeholder environments.

• Based in Doha, Qatar or willing to relocate. This is an on-site role requiring active presence in the market.

Nice to haves:

• Prior experience at a leading technology company operating in Qatar or the broader GCC particularly in a channel, partnerships, or public sector go-to-market capacity.

• Existing relationships with key system integrators, technology partners, or government entities in Qatar.

• Familiarity with AI platforms, data infrastructure, or enterprise software ecosystems.

• Experience contributing to or operating within a national AI or digital transformation agenda.

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Key responsibilities include:

• Owning site-specific power feasibility and validation for all Development opportunities.
• Serving as a hard Development gate - no site advances without a confirmed, executable utilities path.
• Validating availability, delivery timelines, upgrade requirements, costs, and risk profiles.

The role also involves:

• Actively coordinating with utility providers to drive overall utility coordination, design reviews, infrastructure planning, development budgeting to turn over execution.
• Holding utilities and external partners accountable to agreed delivery schedules and milestones.
• Supporting on-the-ground engagement internal and external teams with utilities, municipalities, and local stakeholders.

Additionally, the role requires:

• Analyzing alternative power structures where required to accelerate delivery or mitigate risk.
• Translating alternative power paths into a clear schedule, cost, and execution impacts for Development decision-making.

This role serves as the connective tissue across Development, Operations, Finance, Legal, Gov/Tax, Sustainability, Design, and Construction, ensuring power costs, timelines, and risks are accurately reflected in Development schedules, TCO and financial models, and executive-level materials supporting go/no-go decisions.

The Staff, Energy Operations role supports construction and operational readiness but does not own construction execution.

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We're looking for a Partner Solutions Architect to join the Field Engineering team and help scale dbt's partner go-to-market motion across North America. This role is focused on building technical and commercial momentum with both consulting and technology partners.

As a Partner Solutions Architect, you will work closely with Partner Development Managers to drive partner capability, field alignment, and pipeline across strategic SI and consulting partners as well as key technology partners such as Snowflake, Databricks, and Google Cloud. Internally, this role sits at the intersection of Field Engineering, Partnerships, Sales, Product, and Partner Marketing.

Responsibilities

• Partner closely with North America Partner Development Managers to execute joint GTM plans across technology and SI/consulting partners.
• Build trusted technical relationships with partner architects, sellers, and practice leaders
• Run partner enablement sessions, workshops, office hours, and hands-on technical trainings to improve partner capability and field readiness
• Support account mapping and seller-to-seller alignment between dbt and partner field teams to uncover and accelerate pipeline
• Help create and refine repeatable sales plays across themes like core-to-cloud migration, modernization, AI-ready data foundations, marketplace, semantic layer, and partner platform adoption
• Support partner-led and tri-party pipeline generation efforts including QBRs, innovation days, lunch-and-learns, hands-on labs, and local field events
• Equip partner teams with the technical messaging, demo narratives, architectures, and customer use cases needed to position dbt effectively
• Collaborate with dbt Account Executives, Sales Engineers, and regional sales leadership to drive co-sell execution in target accounts
• Act as a technical bridge between partners and dbt Product / Engineering by surfacing integration gaps, field feedback, competitive insights, and roadmap opportunities
• Serve as an internal subject matter expert on dbt’s major technology partner ecosystem, especially Snowflake, Databricks, and Google Cloud
• Contribute to the scale motion by helping build collateral, playbooks, enablement assets, and best practices that raise the bar across the broader Partner SA function

Requirements

• 5+ years of experience in solutions architecture, sales engineering, consulting, partner engineering, or another customer-facing technical role in data and analytics
• Strong hands-on background in SQL, data modeling, analytics engineering, and modern data platforms
• Ability to clearly explain modern data stack architectures and how dbt fits across warehouses, lakehouses, semantic layers, and AI-oriented workflows
• Experience translating technical capabilities into clear business value for both technical and non-technical audiences
• Comfort operating in highly cross-functional environments across Sales, Partnerships, Product, and Marketing
• Strong presentation, workshop, and facilitation skills, including external enablement and customer-facing sessions
• Proven ability to drive outcomes in ambiguous, fast-moving environments with multiple stakeholders
• Experience supporting complex enterprise buying motions, proof-of-value work, or partner-influenced sales cycles
• Strong written communication skills for building collateral, technical narratives, and partner-facing content
• A collaborative mindset and a desire to help scale best practices across a growing team

What will make you stand out

• Experience working directly in partner, alliance, or ecosystem roles
• Experience with Snowflake, Databricks, BigQuery / Google Cloud, AWS, or Microsoft Fabric in a GTM or solutions context
• Experience enabling systems integrators, consulting firms, or technology partner field teams
• Familiarity with cloud marketplace motions, co-sell programs, and partner-sourced pipeline generation
• Prior experience with dbt, analytics engineering workflows, or adjacent tooling in transformation, orchestration, governance, or metadata
• Strong instincts for identifying repeatable plays that connect enablement activity to measurable pipeline outcomes
• Ability to influence both strategy and execution, from partner messaging and field enablement to product feedback and GTM refinement
• A track record of building credibility quickly with partner sellers, partner architects, and internal field teams

Benefits

• Unlimited vacation (and yes we use it!)
• Pension coverage
• Excellent healthcare
• Paid Parental Leave
• Wellness stipend
• Home office stipend, and more!

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You'll focus on major enterprise prospects and customers, guiding them through complex DevSecOps and software delivery transformations across areas like CI/CD automation, secure development, and infrastructure modernisation.

In this role, you'll act as a key connector between customer stakeholders and GitLab's field organisation so GitLab is seen as a trusted, long-term partner before, during, and after the sale.

In your first year, you'll be expected to build and manage a healthy enterprise pipeline, create repeatable sales motions, and drive successful rollouts and adoption that translate into measurable results and long-term expansion.

Responsibilities

• Support GitLab's strategic large prospects and customers as a trusted advisor throughout their DevSecOps journey.

• Drive the full sales cycle in large, complex enterprises, including prospecting, qualifying, developing, and closing new opportunities across your assigned accounts.

• Provide strong account leadership and direction in both the pre-sales and post-sales process to ensure customers realise value from GitLab's AI-powered DevSecOps platform.

• Coordinate closely with Solutions Architects, Customer Success, Support, and strategic channel partners to design and execute account strategies that drive adoption, expansion, and retention.

• Develop and execute structured account plans based on customer business needs, including opportunity mapping, stakeholder alignment, and multi-threaded engagement across technical and business teams.

• Ensure successful rollout and ongoing adoption through proactive account management activities, regular business reviews, and clear alignment on customer outcomes.

• Prepare and deliver accurate activity and forecast reports, and contribute to root cause analysis on wins and losses while sharing lessons learned with account managers, marketing, and technical teams.

• Act as the voice of the customer by sharing feedback and product ideas, and use a consultative approach to create proposals, quotes, and presentations that clearly link GitLab's solutions to customer business objectives.

Requirements

• A true desire to see customers achieve meaningful outcomes and long-term value from their investment in GitLab.

• Experience driving complex B2B software sales cycles with large enterprises, ideally in DevSecOps, software development tools, or adjacent SaaS solutions.

• Proven success selling into large, strategic organisations, with the ability to build trusted relationships with C-level and senior stakeholders across business and technical teams.

• Able to provide a high degree of account management and control, working under minimal supervision on complex opportunities while maintaining clear communication and alignment.

• Ability to generate new business and expand existing accounts through consultative, multi-stakeholder sales motions that result in sustainable, long-term partnerships.

• Experience collaborating with strategic channel partners to develop opportunities, co-sell, and support successful customer adoption.

• Excellent negotiation, presentation, and closing skills, with effective written and verbal communication that influences internal and external stakeholders.

• Preferred experience with Git, software development tools, application lifecycle management, or security/application security tools.

• You share our values and work in accordance with them, use GitLab in your daily work, and are able to travel if needed while following GitLab's travel policy.

About the team

The Enterprise Sales team is responsible for driving growth, adoption, and long-term value for GitLab's AI-powered DevSecOps platform with our largest and most strategic customers.

As a Major Account Executive on the AMER Enterprise team, you'll be part of a distributed, all-remote team that works asynchronously across regions and partners closely with GitLab's sales engineering, marketing, and customer success teams.

We value transparency, collaboration, and a consultative approach, and we support one another through shared account planning, regular deal reviews, and knowledge sharing focused on enterprise customers across regulated and large-scale environments.

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A partner ecosystem is an important mechanism to ensure we train and enable customers to use and love Claude. The Head of Programmatic Outcomes (Partners) is responsible for shaping it , not as a standalone function, but as a focused sub-goal of Anthropic’s broader Partnerships strategy that no single existing team is positioned to own end-to-end.

This is not a traditional channel partnerships role. It's a programmatic activation and enablement role that operates through partners. The question is: how do you certify and equip consulting firms, SIs, MSPs, and technology partners to run the same activation motions your CSM team runs , at 10x the scale, without Anthropic headcount, with reliable quality via marketplace dynamics?

You will shape the partner framework, the economics, the certification program, the enablement toolkit, and the feedback loop , co-building with the Partnerships org on economics and recruitment, with Product on tooling access, and with Growth Marketing on co-marketing , to make partner-led activation as reliable as direct-led. Success comes through influence and coordination, leveraging Anthropic’s existing partner relationships rather than duplicating them.

Responsibilities:

• Drive the Anthropic Certified Partner Program in close partnership with the Partnerships org , defining tiers, certification criteria, enablement curriculum, co-activation frameworks, and performance accountability standards that extend Anthropic’s existing partner infrastructure into an activation-ready ecosystem

• Identify, recruit, and onboard the highest-leverage partners (SIs, consulting firms, MSPs, technology partners) for driving Tier C account AI adoption at scale , with a prioritized view of where ROI is highest fastest

• Co-develop the partner enablement toolkit with the Product and Growth Marketing capability leads: training content, activation playbooks, co-sell materials, and technical resources that allow certified partners to run Anthropic’s activation motion independently and consistently

• Design the partner feedback loop , mechanisms for capturing what works in partner-led activations, codifying learnings into updated playbooks, and surfacing insights back to the programmatic team

• Collaborate with Product and Systems/Process capability leads to ensure partners have access to the right tools, telemetry, and infrastructure to manage their Tier C portfolio

• Establish partner performance metrics in partnership with Strat Ops: activation rates, adoption outcomes, revenue contribution from partner-influenced accounts, and partner health scoring for the ecosystem

• Hold the connective tissue across Alliances, Sales, Marketing, and the Partnerships org to align the partner activation program with Anthropic’s broader partner strategy , this role is the integration point that reduces duplication and resolves channel conflict, not a parallel partner function

• Serve as the internal authority on partner-led activation; represent the programmatic outcomes perspective in partner strategy discussions

You may be a good fit if you have:

• 10+ years in enterprise partner development, channel strategy, or alliances with direct ownership of a partner ecosystem that drove measurable revenue or adoption outcomes

• Experience shaping a partner certification or enablement program , ideally by extending an existing partner ecosystem with new enablement and certification layers, not just managing an inherited program

• Track record of designing partner-led motions that translated into repeatable, scalable adoption outcomes , not just co-sell programs or deal registration schemes

• Deep understanding of the SI, consulting firm, and MSP landscape: who the high-leverage players are, how they make money, and how to align incentives with Anthropic's activation goals

• Cross-functional fluency: comfortable at the intersection of Sales, CS, Product, and Marketing , able to resolve channel conflict constructively and commercially

• Ability to treat the partner ecosystem as a product , designing it, iterating on it, measuring it, and making portfolio investment decisions with rigorous judgment

Logistics

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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Our company’s mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and is public on Nasdaq Stockholm Main Market: YUBICO.

Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps.

The Role: Yubico is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, Optiv, Zones, and Insight.

Tasks & Responsibilities:

• Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives

• Joint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption

• Sales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions

• Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles

• Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans

• Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition

Basic Qualifications:

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)

• 5+ years of experience in channel management, partner development, or sales within cybersecurity or enterprise technology

• Demonstrated success driving revenue growth through strategic initiatives and partner collaboration

• Strong understanding of VAR, MSP, and distributor business models

• Excellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholders

• Data-driven, with the ability to analyze performance metrics and translate them into actionable insights

• Self-starter with strong organizational skills and a results-oriented mindset

Preferred Experience:

• Direct experience managing GuidePoint, Optiv, Zones, or Insight (or similar large cybersecurity resellers)

• Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity markets

Our U. S. benefits are designed for your overall well-being: Health coverage. We’ve got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.

Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.

Wellness reimbursement. We offer $1,200.00 in wellness earnings (prorated based on start date) that you can use on your gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program.

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total).

Commuter Benefits. If you need to commute to the office, we offer a pre-tax commuter benefit up to $260 per month.

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We currently have 614 open roles

Job ID 16510

Base Salary Range $117000-$175000

Date posted 03/26/2026

We Are:

At Synopsys, we drive the innovations that shape the way we live and connect. Our technology is central to the Era of Pervasive Intelligence, from self-driving cars to learning machines. We lead in chip design, verification, and IP integration, empowering the creation of high-performance silicon chips and software content.

The Ansys Government Initiatives (AGI) Customer Excellence team partners with clients to engineer what's ahead, solve real-world engineering challenges, deploy Simulation and Analysis (S&A) software, and grow our business. We are committed to delivering exceptional service and solutions for federal aerospace and defense customers, ensuring operational excellence at every stage.

You Are:

You are a skilled, driven project, contracts, and/or partner manager with a passion for technology and delivering results in complex, high-impact environments.

You thrive on solving difficult problems and managing multiple workstreams, especially within the U.S. federal aerospace and defense sector. Your background combines technical expertise with strong business acumen, enabling you to communicate effectively with engineers, executives, and government stakeholders.

You are a natural collaborator, a trusted advisor, and excel at building strong relationships across teams and with customers. You have experience managing large-scale software projects, you lead cross-functional teams to achieve project goals from initiation through delivery. You value and believe in the multiplying effect of teaming with partners to maximize business outcome and customer satisfaction.

You have experience in project, partner and contract management, understand the unique requirements of government acquisitions and contracting, as well as the experience writing and managing partner agreements, writing SOW's and working with procurement and legal functions to award subcontracts.

You guide and mentor others, champion process improvement, and are comfortable with project management practices. Your organizational skills, urgency, and attention to detail set you apart. You thrive in autonomous, fast-paced settings and are motivated to play a pivotal role in mission-critical projects.

What You'll Be Doing:

• Help develop the strategy and lead the implementation of a robust Partner ecosystem program to support the organization scale its services and solution deliveries.

• Source new partners based on business needs, select and onboard them in partnership with internal stakeholders, help define/refine this process and the expected outcomes when required.

• Govern the ecosystem of Partners by ensuring their positive contribution to the various projects they are engaged with and oversee their continuous improvement and manage the overall relationship.

• Work closely with the partners in the ecosystem to develop their Synopsys product expertise through the establishment of partner specific training and development roadmaps.

• Contribute to the scalability of Partner management program by developing processes and tools as well as promoting their adoption internally.

• Serve as a key partner to the Sales and ACE (Engineering) teams to develop effective partner management strategies and assign partners to the right opportunities (portfolio management) for a maximized business and delivery success.

• Serve as the primary point of contact for partner management to internal and external stakeholders and ensure seamless communication and collaboration. Your focus will be Partners in the Federal Aerospace and Defense market, but you will support the commercial space as well.

• Through your contract management experience, program management expertise, negotiation skills, and industry knowledge, help project management teams to drive complex customer services to successful outcomes with partners. You will be the liaison between project managers and other partner management functions (legal, procurement etc), as well as the larger corporate partnership management function.

The Impact You Will Have:

• Build and strengthen the partner relationships and grow the confidence and trust of internal and external stakeholders that Partner are positively contributing to our business and our customers' successes.

• Support the overall service growth by enabling the Partners that will support deliver it and uncover new adjacent opportunities.

• Advance the capabilities of the Professional Services and partner management team through leadership, mentoring, and process improvement.

• Ensure Scalability and operational efficiency of the Partner program.

• Contribute to continuous innovation in Ansys' technology, processes, and people through participation in strategic corporate initiatives.

• Foster cross-functional collaboration and knowledge sharing across geographically diverse teams.

What You'll Need:

• Bachelor's, Master's, or PhD in Aerospace Engineering, Computer Science, Business, or a related field (BS+6, MS+4, or PhD+2 years' experience minimum).

• Proven Partner development and management experience, preferably in the context of software solutions.

• Demonstrated skills in contract negotiation and management, preferably within the aerospace and defense.

• Strong stakeholder management, interpersonal, and communication skills, including the ability to lead executive presentations (internal / external stakeholders).

• Experience in engineering, software development, or product development environments, preferably with federal aerospace & defense customers.

• Experience in project capture, proposal management, and project management (both Agile and waterfall) is preferred. Certifications are a plus.

• Proficiency with Microsoft applications (Word, Excel, Outlook). Knowledge of modern project management tools (Microsoft Project, JIRA, Monday, ADO, etc.) is a plus.

• Ability to travel domestically up to 10% and to work autonomously in a fast-paced, evolving environment.

• This position requires compliance with U.S. government security and/or access requirements. As a result, only U.S. citizens are eligible for this position.

Who You Are:

• A collaborative team player with exceptional leadership and mentoring skills.

• An effective communicator, fluent in English, able to influence and inspire diverse stakeholders, from contributors to top leadership.

• Highly organized, detail-oriented, and driven, with a strong sense of ownership and urgency.

• Business-savvy and professional, passionate about delivering customer success, driving innovation, and unlocking enhanced business value through partnerships.

• Flexible and adaptable, thriving in dynamic, fast-changing environments.

• Proactive problem-solver who anticipates challenges and takes initiative.

• Committed to continuous learning and personal growth, for yourself and your team.

The Team You'll Be Part Of:

You'll be joining the Professional Services team within Ansys Government Initiatives Inc., a part of Synopsys. This group is dedicated to developing, integrating, and automating simulation software solutions for mission-critical, complex challenges in the aerospace and defense sector where our partners play a crucial and growing role.

You will also be strongly connected to the Global Service Partner team that oversees the overall partner strategy and be their liaison in North America (with principal focus on FA&D and limited focus on other industries).

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This is both a partner relationship and a revenue-generating role working daily with the regional sales teams. You will execute Stripe's global partner programs, partner marketing, partner enablement, and partner co-selling initiatives across the region, driving partner participation and engagement.

Responsibilities:

• Develop a deep understanding of the partner ecosystem in the region
• Identify, recruit, and manage a scaled portfolio of partners that can meet the needs of a velocity sales team
• Develop and execute Stripe's partner strategy with your partners, in alignment with Stripe's regional business and global partner strategy
• Work with the Partner Solution Engineering team to ensure these partners are technically proficient and certified on Stripe
• Build scalable solutions and packages with partners that can drive pipeline growth and ensure the successful activation of users on Stripe
• Optimize partner performance through business reviews, identify additional business opportunities to expand revenue, and deploy a joint sales approach with Stripe's top partners and Stripe's sales team in the region
• Work with the program, marketing, and sales teams on the execution of partner programs, events, sales engagement, building playbooks, and collateral to enable partners to sell into customers effectively
• Report out on a regular cadence to all key stakeholders, with a strong analytical approach and crisp communication style

Requirements:

• 7+ years of managing partnerships and/or sales for high-tech or financial services organizations
• Successful track record of developing and growing partnerships
• Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape
• Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome
• Highly organized self-starter with strong multi-tasking skills, who can take ownership, influence others, and be efficient in ambiguous situations
• Strong written and verbal communication skills in Dutch and English
• Bachelor's Degree
• Willingness to travel

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