Technical Partnerships Manager
At a glance
Mid-level Channel & Partnerships role at Fundamental. San Francisco · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Manage strategic relationships across cloud, data platform, systems integrator, infrastructure software, and marketplace partners
- Create joint growth plans covering co-selling, marketplace presence, and shared solution offerings
- Translate partner technical needs for engineering teams and keep integration work moving to completion
- Find and rank new alliances, then secure internal and partner commitment, resources, and co-investment
- Set partner plans with milestones, metrics, pipeline goals, and feedback for the integration roadmap
What you bring
- At least eight years in technical partnerships, partner management, business development, or solutions architecture, including three in AI
- Strong knowledge of cloud and data ecosystems such as AWS, GCP, Azure, Databricks, and Snowflake
- A record of partnerships producing measurable pipeline, revenue, or adoption outcomes
- Enough technical depth to discuss APIs, data architecture, ML pipelines, and deployment approaches
- Experience aligning product, engineering, sales, and marketing teams while influencing without formal authority
Who this fits
This role suits a senior partnerships professional who can connect technical teams with business stakeholders and shape co-sell agreements. You should be comfortable navigating large organizations, building relationships across partner ecosystems, and working from the San Francisco hybrid location. The role includes partner events, industry conferences, and executive briefings.
From the employer
About Fundamental
Fundamental is an AI research lab pioneering the future of enterprise decision-making. Our flagship model, NEXUS is the world's most powerful Large Tabular Model (LTM) - purpose-built for the structured records that contain trillions of dollars in business value. With $275m in funding from leading investors and trusted by Fortune 100 companies, Fundamental is giving businesses the Power to Predict.
At Fundamental, you'll work on unprecedented technical challenges in foundation model development and build technology that transforms how the world's largest companies make decisions. This is your opportunity to be part of a category-defining company from the ground-up. Join the team defining the future of enterprise AI.
About the role
We are looking for an experienced Technical Partnerships Manager to own, develop, and scale strategic technology partnerships that expand the reach and impact of NEXUS. This role sits at the intersection of business development and technical strategy — you will be responsible for building deep, mutually beneficial relationships with cloud providers (AWS), data platforms, infrastructure software companies, and marketplace partners.
You will act as the connective tissue between our partners' technical and business teams and Fundamental's product, engineering, and go-to-market organizations — ensuring seamless integrations, joint solutions, and co-sell motions that drive adoption and revenue for both sides.
This is a high-visibility role with direct impact on Fundamental's growth trajectory and how enterprises discover, deploy, and scale NEXUS across their data infrastructure.
Key responsibilities
Own and manage a segment of strategic technology partnerships (cloud providers including marketplaces, data platforms, system integrator, and infrastructure software vendors)
Develop and execute joint go-to-market strategies with partners, including co-sell programs, marketplace listings, and joint solution offerings
Serve as the primary point of contact for partner organizations, engaging with partner managers, sales representatives, solutions architects, and engineering teams
Drive partner integrations by translating technical requirements between Fundamental's engineering team and partner technical teams and ensure projects are executed on time
Identify, evaluate, and prioritize new partnership opportunities based on strategic fit, market demand, and revenue potential
Navigate complex partner ecosystems and internal decision dynamics to secure buy-in, resources, and co-investment from partner organizations
Collaborate with product and engineering to shape the integration roadmap based on partner and market feedback
Build and maintain partner business plans with clear milestones, success metrics, and pipeline targets
Represent Fundamental at partner events, industry conferences, and executive briefings
Must have
8+ years of experience in technical partnerships (of which 3+ within AI), partner management, business development, or solutions architecture within enterprise software, AI/ML, data platforms, and/or cloud infrastructure
Strong understanding of cloud and data infrastructure ecosystems (e.g., AWS, GCP, Azure, Databricks, Snowflake, etc) and how enterprise software is distributed via marketplaces and partner channels
Demonstrated ability to build and scale technology partnerships that deliver measurable business outcomes (pipeline, revenue, adoption)
Technical fluency — you can hold your own in conversations about APIs, data architectures, ML pipelines, and deployment models
Experience working cross-functionally with product, engineering, sales, and marketing teams to drive partner initiatives
Experience navigating large organizations and identifying key stakeholders to drive desired outcomes
Exceptional communication and relationship-building skills, with the ability to influence without authority across internal and external stakeholders
Strong business instinct — you understand good deal structures, co-sell mechanics, and how to create win-win partnership frameworks
Nice to have
Experience within the AI/ML foundation model, predictive analytics, or structured data platform space
Background in GenAI/cloud GTM
Familiarity with enterprise data workflows including ETL, feature engineering, and ML deployment pipelines
Prior experience at or partnering with major cloud or data platform companies
Experience in a high-growth startup environment where you've built partnership programs from the ground up
Benefits
Competitive compensation with salary and equity
Comprehensive health coverage for you and your dependents, including medical, dental, vision, and 401K
Paid parental leave for all new parents, inclusive of adoptive and surrogate journeys
Relocation support for employees moving to join the team in one of our office locations
A mission-driven, low-ego culture that values diversity of thought, ownership, and bias toward action
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