Partnership Development Manager Jobs in Oceanside, CA

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 relationships
• Fluency in the modern data stack (Snowflake, Databricks, BigQuery, Supabase) and the AI developer ecosystem (LLM platforms, agentics frameworks, vibe-coding tools, MCP Servers)
• Technically fluent enough to hold a credible conversation with a CPO or platform team; commercial enough to close; your job is not to set meetings
• Innate sense of urgency and prioritization; fast qualification, clear POV, no committee thinking
• Exceptional communication skills; creates executive-level deliverables that are outcome-first, data-backed, decision-ready
• Hands-on experience with AI; you've moved beyond chat interfaces and built something, shipped something, or broken something trying. You understand what developers actually experience when they evaluate a platform, and you can hold a credible technical conversation because of it, not despite your role.
• Ability to operate and create structure within ambiguity; our scope of impact is broad and strategic - you need to be able to translate company goals into executable initiatives and be able to clearly articulate that connection; you won't have a quota and systems to execute against
• Exceptional cross-functional leadership and the ability to command the room and drive alignment across Product, Engineering, Sales/GTM, Legal, and Channel organizations.
• Strong executive presence, negotiation capability, and comfort operating in fast-moving, ambiguous environments.

Bonus Points For

• MBA or other advanced business degree, JD or engineering degree.
• Previous experience in management or strategy consulting.
• Experience partnering with Snowflake, Databricks or GCP, Anthropic and others across the AI space.
• Hands-on experience with Mixpanel; able to connect the dots on partner opportunities
• Sold or partnered in a product-led growth context
• Built or shipped an integration - you know what it actually takes

#LI-Hybrid