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Ema is an agentic AI platform company backed by Accel, Naspers/Prosus, and angels including Sheryl Sandberg and Dustin Moskovitz. Founded by former executives from Google, Coinbase, Flipkart, and Okta, the company is building enterprise AI agents to deliver 10x workforce efficiency gains. Headquartered in Silicon Valley with offices in London, Bangalore, and Vancouver, Ema is shipping production-grade agentic AI systems at scale.
You will lead Ema's North American (US and Canada) partner-led growth strategy across three high-leverage ecosystems: Global System Integrators (GSIs), Independent Software Vendors (ISVs), and Private Equity firms. This is a player-coach role where you own strategy, revenue targets, and team leadership. You will personally manage strategic partner relationships while hiring and coaching a team of Partner Managers.
Key responsibilities include: setting North American partner GTM strategy and revenue targets across GSI, ISV, and PE ecosystems; hiring, coaching, and leading Partner Managers with clear expectations and weekly 1:1s; designing and scaling the partner program end-to-end (tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding, PRM, reporting); building joint value propositions with Tier-1 System Integrators; developing technology alliances and marketplace co-sell with AWS, Azure, GCP; building relationships with PE firms to drive adoption across portfolio companies; establishing rigorous forecasting and attribution for partner-sourced vs. partner-influenced pipeline; owning C-level partner relationships and negotiating agreements; partnering cross-functionally with Sales, Marketing, Product, and Customer Success; defining partner success metrics and leading quarterly business reviews; and representing Ema at industry events and ecosystem forums.
Required: 10+ years in partnerships/alliances at SaaS, consulting, enterprise software, or AI companies, including 2+ years managing partner managers. Proven track record building and scaling GTM partner channels that drove material sourced/influenced revenue. Depth across at least two of: consulting, GSI/SI, ISV/technology alliances, or PE/portfolio motions. Partner program design expertise (tiering, incentives, MDF, co-sell playbooks). Strong forecasting, attribution, and RevOps discipline. Deep understanding of enterprise sales motions, especially AI and automation. Executive presence with excellent negotiation and relationship management skills. Strategic thinker who executes in startup environments. Strong operational discipline with clear KPI-setting and weekly cadence management.
Ideal candidates have familiarity with agentic AI, frontier models, RPA, enterprise workflow automation, or LLM platforms; experience with cloud hyperscalers and their marketplace programs; existing network across Tier-1 SIs, ISV ecosystems, or PE operating partners; exposure to RevOps and PRM tooling; and experience building partner functions from early stage.
