Full-Time

Senior Partner Manager

Confirmed live in the last 24 hours

Solo.io

Solo.io

201-500 employees

Cloud-native API management and service mesh solutions

Data & Analytics
Consulting
Enterprise Software

Senior

Remote in USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Microsoft Azure
AWS
Google Cloud Platform
Requirements
  • 5+ years of experience in partner management, channel sales, or a related role, ideally in a technology company.
  • Proven track record of successfully co-selling with channel and cloud partners (AWS, GCP, Azure).
  • Experience recruiting, onboarding, and enabling partners.
  • Strong understanding of partner ecosystems, go-to-market strategies, and joint sales motions.
  • Ability to build and maintain relationships with senior-level stakeholders at partner organizations.
  • Strong communication and presentation skills, with the ability to influence and drive results.
  • A self-starter who thrives in a fast-paced, startup-like environment.
Responsibilities
  • Work closely with channel partners, cloud partners (AWS, GCP, Azure), and other strategic partners to drive co-selling motions. Enable partners to position and sell Solo.io solutions effectively.
  • Identify, recruit, and onboard new partners into Solo.io’s Gloo Partner Network program. Ensure a smooth onboarding experience and provide the necessary resources and training for partners to succeed.
  • Develop and implement partner enablement plans, including training, sales collateral, and joint marketing initiatives, to ensure partners are equipped to drive Solo.io solutions.
  • Collaborate with partners on joint GTM initiatives, including co-marketing campaigns, events, webinars, and case studies to generate demand and showcase customer success stories.
  • Act as the primary point of contact for a portfolio of partners. Build and maintain strong relationships to ensure ongoing alignment and collaboration.
  • Create a strategy to expand existing partnerships while also developing new ones. Identify growth opportunities within the ecosystem and execute on key strategic initiatives.
  • Track and report on partner performance, pipeline development, and revenue contributions. Work with internal teams to continuously optimize partner programs and processes.

Solo.io specializes in cloud-native API management and service mesh solutions, providing tools that help businesses manage, secure, and optimize their application networking in cloud environments. Their main products include Gloo Gateway, a Kubernetes-native gateway for API management, and Gloo Mesh, a service mesh platform that enhances networking and security for microservices. The Spotlight Developer Platform offers a secure environment for developers with curated plugins and insights to improve productivity. Solo.io differentiates itself by offering both open-source and enterprise-grade solutions, and it generates revenue through subscriptions, consulting, and partnerships. The company's goal is to accelerate digital transformation for businesses by unlocking the full potential of cloud technologies.

Company Stage

Series C

Total Funding

$166.8M

Headquarters

Cambridge, Massachusetts

Founded

2017

Growth & Insights
Headcount

6 month growth

5%

1 year growth

1%

2 year growth

27%
Simplify Jobs

Simplify's Take

What believers are saying

  • Increased eBPF adoption enhances observability and security in service mesh solutions.
  • Gloo Partner Network expansion accelerates cloud-native adoption and innovation.
  • Louis Ryan's appointment as CTO strengthens Solo.io's technological leadership.

What critics are saying

  • Competition from Buoyant and HashiCorp in service mesh and API management.
  • Potential security vulnerabilities in open-source components like Istio and Envoy.
  • Dependence on AWS partnerships poses risks if disrupted or AWS develops competing solutions.

What makes Solo.io unique

  • Solo.io integrates Istio and Cilium for simplified Kubernetes network management.
  • Gloo AI Gateway addresses demand for AI-driven application development.
  • Spotlight Developer Platform enhances developer productivity with curated plugins and multi-cluster support.

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