Strategic Partner Manager

Job description

WHO IS LITMUS Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap. We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production. Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing. WHY JOIN LITMUS BUILD THE INFRASTRUCTURE THAT MAKES INDUSTRIAL AI POSSIBLE AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments. WORK ON PROBLEMS WHERE SOFTWARE MEETS THE REAL WORLD Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable. HAVE REAL IMPACT, FAST You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale. JOIN A HIGH-PERFORMANCE TEAM We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers. OUR CULTURE At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other. We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here. ABOUT THE ROLE This is not a traditional account executive or partner manager role. As Strategic Opportunity Manager, you will own and drive a portfolio of high-value, complex leads where success depends on tight collaboration with our partner Account Executives (AEs) and the broader Litmus team. You will act as the strategic orchestrator — combining elite sales execution with deep partner activation — to support multi-million-dollar deals that deliver transformative joint solutions to enterprise customers. You will sit at the intersection of our industrial platform, our Cloud and AI (CAI) partner go-to-market engines, the customer’s digital transformation agenda, and our enterprise Account Executives. High visibility, significant autonomy, and direct impact on both revenue and our position within the partner ecosystems. WHAT YOU’LL DO - Opportunity Development & Complex Sales Execution. Working with marketing, partner operations, and our partners, identify and develop large strategic opportunities (typically $500k+ TCV or multi-year strategic deals) where partner involvement is material to winning. - Build compelling business cases that articulate ROI through combined capabilities (e.g., real-time edge analytics feeding Databricks Lakehouse for advanced AI, AWS edge/IoT scale with Timestream/InfluxDB integration, Microsoft Azure IoT Edge + Fabric governance and Power BI operational visibility). - Seamlessly transition initial discovery and qualification to the Litmus enterprise AE for value quantification, multi-threaded stakeholder management, commercial structuring, and final negotiation. - Strategic Partner Orchestration & Co-Sell Activation. Serve as the primary point of contact with partner account teams, industry advisors, alliance managers, and field sellers at our CAI partners. Activate and optimize co-sell motions, deal registration, and opportunity handoff. - GTM development. Collaborate with partners and internal Litmus teams to create campaigns and repeatable playbooks for outreach and CAI partner development. Develop and deliver joint presentations, workshops, and lunch and learns that engage partner sellers and demonstrate the value for our combined solutions. Contribute to joint marketing initiatives (webinars, case studies, events) and sales enablement content that helps our broader team sell with and through these partners. - Lead and Opportunity Management. Track and report partner-sourced, partner-influenced, and co-sell revenue; optimize for both direct and influenced attribution. Provide market and competitive intelligence back to product, marketing, and leadership to shape our partner strategy and roadmap influence. - Internal Leadership & Enablement. Enable and coach field sales teams on partner value propositions, selling motions, and when/how to engage you and the partner teams. Represent the company at key partner events (e.g., re:Invent, Microsoft Ignite, Databricks Summit, Hannover Messe, etc.) and customer executive briefings. - Key Metrics: Pipeline, ARR, partner satisfaction WHAT YOU’LL BRING - 7+ years of enterprise software/SaaS sales, strategic business development, or complex deal orchestration experience - Proven experience working with or selling alongside at least two of the following: Microsoft (Azure, IoT, Fabric, Power Platform, or Co-Sell), AWS (edge, IoT, analytics services), or Databricks (Lakehouse, partnerships, or co-sell). - Strong understanding of Industrial AI, edge computing, and data platforms; familiarity with Litmus's technology stack is a plus. - Excellent negotiation, communication, and relationship-building skills, with the ability to influence at executive levels. - Experience driving revenue through ecosystems, including joint sales and marketing initiatives. - Bachelor's degree in Business, Engineering, Computer Science, or a related field; MBA preferred. - Ability to travel up to 20% for partner meetings and events. - Self-starter with a strategic mindset, capable of thriving in a fast-paced, innovative environment.