Partner Manager

YOUR TURN TO START THE CONVERSATION. WRITE THE FUTURE AT RASA. Conversation. It’s the thread between our product and our people. The tool that enables us to forge relationships through compassion and expertise. To find the connection between our differences. It keeps us close together across borders and backgrounds and helps us create our shared vision. Rasa means tight-knit. We get to the point and have the courage to ask ‘why?’. Because through relentless experimentation, passion, and vision, we’re transforming the way people interact with organizations through AI. That’s Rasa. That’s our message. Join us and add yours. SUMMARY We’re looking for a Partner Manager to join our Go-to-Market team. The person’s charter will be to expand our alliances and partner program, demonstrating clear revenue influence (pipeline created through the channel) and strong influence in closed business (i.e. through directly selling through the channel or having a partner source/or strongly influence our closed deal.) You will be reporting to the Director of Partnerships. Full-time - 100% remote - Location: UK, Germany - This is a remote position, but we cannot hire anybody outside of the UK, Germany for this position. - Rasa can assist with work authorization (visa sponsorship) for candidates located in Germany only. ABOUT THIS ROLE As a Partner Manager at Rasa, you will play a pivotal role in accelerating adoption of the developer platform for enterprise AI agents. You will be the strategic centre of our partner ecosystem, moving beyond traditional channel management to build high-trust, revenue-generating alliances with leading System Integrators, digital consulting firms and technology partners. You will act as the "connective tissue" between our partners and Rasa's internal teams. This means collaborating closely with Sales to co-sell and close complex enterprise deals, working with Marketing to drive joint thought leadership, and liaising with Product to ensure partner feedback shapes our open framework. Success in this role means not just hitting revenue targets, but cultivating a thriving community of experts who trust Rasa as the standard for building enterprise AI agents. - Identify, recruit, and onboard strategic partners (SIs, Consultancies, Tech Alliances) that align with Rasa’s enterprise mission, specifically focusing on firms capable of deploying complex, high-value AI transformations. - Own a partner-sourced revenue target; drive net-new pipeline by executing joint business plans, co-selling with internal Account Executives, and facilitating partner-led implementations. - Ensure partners are technically and commercially proficient in Rasa’s latest innovations. - Design and execute GTM campaigns—including webinars, case studies, and events—that showcase joint value propositions and generate qualified leads. - Serve as the internal voice of the partner; collaborate with Product to relay market feedback and with Customer Success to ensure partner-led projects meet Rasa’s high standards for deployment quality. - Maintain rigorous data hygiene in our SFDC system, tracking partners, enablement, certifications, deal registration, and pipeline health to forecast business growth accurately. ABOUT YOU You are a strategic business builder who thrives at the intersection of technology and relationships. You understand that in the world of enterprise AI, success isn't just about selling a product—it's about building a trusted ecosystem that delivers value. You have a "hunter" mentality for finding new opportunities and a "farmer" mindset for nurturing them into long-term revenue streams. You don't just "manage" partners; you empower them. You are as comfortable discussing GTM strategy with a Practice Lead at a Global SI as you are navigating a technical conversation about LLMs with a solution architect. You are resilient, data-driven, and excited by the rapid pace of the Generative AI landscape. We are looking for a candidate who brings: - You have 5+ years of experience in Channel Sales, Partner Management, or Business Development within the B2B SaaS or Enterprise Software space. Experience specifically in the AI, Data, or Developer Tool landscape is a major plus. - You have a history of carrying and exceeding partner-sourced revenue quotas. You understand the mechanics of co-selling and know how to drive pipeline from "hello" to "closed-won." - You can articulate the value of Conversational AI and LLMs to both technical and non-technical audiences. - You are an exceptional communicator who can build credibility with C-level executives and influence stakeholders without direct authority. You write clear, compelling emails and deliver presentations that inspire action. - You can look at a partner’s business model and identify exactly where Rasa fits in. You are creative in structuring deals and initiatives that create "win-win-win" scenarios for Rasa, the Partner, and the End Customer. - You thrive in a high-growth, fast-changing startup environment. You are self-motivated, organized, and willing to roll up your sleeves to get the job done, whether that means fixing a contract or organizing a webinar. Please keep in mind that we are describing the background that would best fit the role. Even if you don’t meet all the requirements, yet you are confident that you are up for the task, we absolutely want to get to know you! WHAT YOU CAN EXPECT FROM US - Flexible hours and a dedicated remote budget - A stipend for professional development & 6 paid education days to help you grow within your role - 26 days of PTO + paid sick leave + paid public holidays - A Macbook, and other tech to help you do your job - We have regular remote team events, as well as an annual company-wide offsite - Vitality Health (UK only) - Equity options You can find more information about our benefits per location here: Rasa Perks & Benefits https://rasa.notion.site/Rasa-Benefits-Perks-5bf7e7e5380240bf9aa5bb6ae488aec9 FREQUENTLY ASKED QUESTIONS You can find answers to FAQs from candidates about this role specifically on our Partner Manager - FAQ https://rasa.notion.site/Partner-Manager-FAQ-2c4b9c0d544a8034848febe6c7482143?pvs=74 ABOUT US Rasa is the developer platform for enterprise AI agents. Rasa helps the world's most regulated companies, in financial services, healthcare, telco, and insurance, build, run, and improve AI agents that handle real customer and employee work at scale. Rasa is open-source at its core and built for deployment in the environments regulated enterprises actually require: on-premises, private cloud, and air-gapped. Rasa is privately held with funding from StepStone, PayPal, Accel, Andreessen Horowitz, Basis Set Ventures, and others. The company was founded in 2016 and is remote-first with a global presence. Rasa is an equal opportunity employer. We are still a small team and are committed to growing in an inclusive manner. We want to augment our team with talented, compassionate people irrespective of race, color, religion, national origin, sex, physical or mental disability, or age. PLEASE BE MINDFUL OF THE HIRING LOCATION(S) LISTED. You must be located in and a resident of the location(s) listed for us to proceed with your application.