Role Overview:

Gruve is seeking a highly motivated Partner & Sales GTM Leader to build, manage, and scale partnerships in the Data & AI ecosystem. This individual will develop and maintain key relationships with strategic partners, drive joint go-to-market (GTM) initiatives, and maximize revenue opportunities in areas such as AI platforms, cloud data solutions, and analytics ecosystems.

The ideal candidate will be a subject matter expert on partner programs, incentives, and co-sell motions across leading Data & AI vendors. Partnerships experience with vendors such as: Snowflake and Databricks are a strong plus. This role is critical to building healthy, scalable, and long-term partner engagements that align with Gruve’s strategic vision and business growth.

Key Responsibilities:

Strategic Relationship Development

• Establish and maintain executive and business level relationships with Data & AI partners and OEM stakeholders.
• Serve as Gruve’s primary liaison to ensure alignment across sales, marketing, engineering, and leadership.
• Engage partner decision-makers to advocate for Gruve’s capabilities and solutions.
• Develop stakeholder maps and partnership business plans for assigned partners.
• Manage distributor and channel relationships.

Partner Program Mastery & Execution

• You are Gruve’s internal expert on partner programs, incentives, rebates, deal registration, and benefits across Data & AI ecosystems.
• Leverage MDF, rebates, discounts, and sales plays to maximize profitability.
• Guide leadership on extracting maximum value from each partnership.
• Drive compliance to ensure stability and long term sustainability.
• Elevate Gruve’s partner program membership levels to achieve higher tier benefits with partners.
• Develop and execute a joint GTM plan to drive activity planning, co-sell motions, pipeline acceleration, partner-led deals, and programs.
• Track and report partnership certifications, event participation, and performance KPIs in collaboration with learning & development.
• Leverage MDF, rebates, spiffs, discounts, and sales plays to maximize profitability.
• Work cross-functionally to support sales and other teams for partner-related initiatives.
• Due diligence on compliance, partnership status, maintaining partnership & legal records

Internal Leadership & Cross-Functional Alignment

• Provide regular updates to leadership on opportunities, risks, growth, and revenue impact.
• Work closely with Presales, Sales Leadership and align with the business goals and strategy.
• Lead QBRs to assess progress and identify growth opportunities.
• Drive the charter and roadmap using insights from market trends, customer needs, leadership direction, and partner ecosystems aligned with Gruve’s strategic interests.
• Establish strong alignment between Gruve’s sales teams and partner sales organizations to drive joint alignment.

Key Qualifications

• 5–7 years of experience in partnerships & alliances in enterprise technology (Data, AI, or Cloud focus preferred).
• Strong experience working with Data & AI vendors such as: Snowflake, Databricks, AWS, Microsoft Azure, and/or Google Cloud.
• Familiarity with partner programs, incentive structures, and deal registration processes.
• Must be able to travel to partner conferences and/or onsite visits.
• Excellent relationship management and communication skills.
• Proven track record of driving revenue through partnerships and aligning GTM strategies with technology vendors.
• Strong organizational skills with the ability to manage multiple stakeholders and timelines.
• Strong ability to build executive relationships and influence cross-functional teams.
• Experience working in fast-paced, high-growth environments.
• Ability to navigate complex partner ecosystems and align joint value propositions.
• Entrepreneurial mindset with the ability to think strategically and act autonomously in a fast-paced environment.
• Must be able to collaborate across time zones with internal teams in the U.S., EMEA, and APAC.

Salary Range

$180000 - $200000 USD