Senior Partner Development Manager

About the Team

The Strategic Alliances team is small, fast, and outcome-oriented - not a program or account mapping factory.  We spearhead the identification, investigation, development and execution of initiatives & partnerships aimed at moving the needle for some of Mixpanel’s most strategic levers.  As Mixpanel continues its evolution, this team is at the forefront of defining our new ecosystem realities and opportunities, particularly within the emerging spaces in, and enabled by, AI.  LLM’s, Vibecoders and MCP Servers and their adjacencies are our workspace.

About the Role

You'll own a portfolio of partner opportunities and sourcing of structural deals — embedded distribution, revenue share, API embedding, committed co-sell — with the companies defining how AI-native software gets built and distributed (think Snowflake, Stripe, Anthropic, Google, Glean and Replit) and target new relationships, owning first conversation through execution.  You’ll also provide due diligence support for in-flight opportunities.  You need to be comfortable with ambiguity and have the ability to translate company priorities into a set of actionable and achievable partnerships.  You will work closely with stakeholders and senior leadership across Product & Engineering, Marketing, Channel and Sales teams to ensure tight alignment and smooth execution - to be successful, you will need a track record of this collaboration with quantifiable outcomes.  

Responsibilities

• End-to-end ownership of a set of strategic partnerships with LLMs, Hyperscalers, AI developer tools, data platforms and niche providers who can fill product gaps.
• Market analysis and due diligence, with emphasis on quantitative support for new partnerships and market entries.
• Deal structuring and negotiation: term sheets, rev share, data licensing, API embedding, pipeline and revenue commitments
• Expand and elevate Mixpanel exposure within our newest strategic partners; driving alignment up to, and including, C-level relationships
• Work closely with Channel & Enablement teams seamless handoffs, as needed, around GTM execution: co-sell motions, joint pipeline, co-marketing in service of revenue or branding
• Inbound partner management — screen fast, route correctly, don't let it become a distraction
• Own the room with cross-functional stakeholders including Product, Engineering, Sales, and Legal to close and activate partnerships
• Design and execute unique playbooks with partners with aligned, committed outcomes; not a rinse and repeat of collateral creation, account mapping and team socialization
• Collaborate with marketing & demand gen teams to launch partnerships and campaigns designed to spread awareness and drive pipeline
• Define and evangelize the value proposition with partners; what are we doing together, why and who should care; Product Marketing is there for support, but this is yours to own.  

We’re Looking for Someone with

• 8+ years of professional experience with minimum of 5+ in strategic technology partnerships, alliances, or corp dev; ideally at a hyperscaler, high-growth SaaS, or with a consulting/banking background before going operator
• Track record of having closed deals with real structure: you've negotiated terms, not just managed rel