Senior Partner Development Manager

Role                    : Senior Partner Development Manager

Location           : Remote - North America (US/Canada)

Travel                 : ~20–30%  

Reporting To    : Head of Cloud Partnerships

Orion Innovation is a leader in software product development, analytics/AI, cloud and digital transformation. A new breed of player with a unique combination of agility, scale and maturity, we’re rooted in engineering and experience design. We have a team of over 5,500 associates in delivery centers across the U.S., Asia, and Eastern Europe.  We help leading industry brands design, develop, and deliver their cutting-edge technology and products.  Envision what’s next and build what matters!!

Our “agility at scale”, along with our deep industry expertise and relentless focus on hands-on execution of our client’s product engineering initiatives, is what truly differentiates us.  We are on an exciting journey of innovation, leadership, and accelerated growth. Orion is buzzing with activity, and everyone has ample opportunities to contribute, grow professionally, and help establish Orion as a leader in our market. For further details, visit www.orioninc.com.

Why this role exists

Our modern data partners are the engine for our AI and Cloud growth. This role turns partner mechanics into momentum by operationalizing our most critical data platform partnerships: Databricks, Snowflake, Microsoft Fabric, and the AWS data ecosystem. You will be the day-to-day operational lead, converting the programs, incentives, and marketplaces of these core partners into qualified meetings, opportunities, and references that fuel our GTM plays.

What you will lead

Lead the day-to-day operational execution for our key data partners. You will own a focused portfolio of motions across Databricks, Snowflake, Microsoft Fabric, and AWS data platforms: building and executing joint business plans, running co-sell submissions and account mapping, and tracking partner-funded activities. You will also maintain marketplace listing hygiene and prepare executive QBR materials that showcase our data-led successes. While your primary focus is the data estate, you will work closely with the GTM, Cloud, and AI teams to ensure our data capabilities are embedded in every play.

What success looks like (first year, indicative)

Joint plans being worked with clear milestones; MDF spent on time and tied to meetings and opportunities; healthy cadence of co‑sell submissions; live, accurate marketplace listings; and a growing of joint references partners want to showcase.

Operating rhythm & tools

Weekly co‑sell and account‑mapping standups; monthly partner reviews; quarterly QBRs. Dynamics dashboards as the system of record; shared trackers and artifacts on M365/SharePoint.

What you bring

• 5–8+ years in alliances/partner development with deep, hands-on experience in the modern data ecosystem, specifically with Databricks, Snowflake, Microsoft Fabric, or AWS data platforms.
• Hands‑on fluency with the partner programs and portals for one or more of our core data partners and how to turn their incentives into pipeline.
• Competence with account mapping, co‑sell mechanics, marketplace routes to market, and QBR prep within a data-centric partnership context.
• Clear, concise communicator who can translate complex data platform program details into simple next actions for field teams.
• Tool comfort: Microsoft Dynamics 365, M365/SharePoint, Power BI.

Industry certifications (nice to have)

Databricks Lakehouse Fundamentals; Snowflake Partner Sales/Technical Pro; Microsoft Certified: Fabric Analytics Engineer or Azure Data Fundamentals; AWS Certified Data Engineer - Associate. General partner accreditations with AWS, Microsoft, or Google are also valued.

Your AI Edge

Orion is embracing AI‑augmented teams. We want operators who use AI to speed up outreach research, co‑sell submissions, marketplace hygiene, and QBR prep — and who share those workflows so the whole team benefits. To show us how you apply it, please share:

• Training vs. inference, in one line each: Explain it as you would to a customer or partner — what “training a model” is vs. “running inference,” and when you’d do each.
• GPUs & tokens, in plain words: One sentence on why GPUs matter; one sentence on what tokens are and how they affect cost/speed.
• Your AI toolkit: Name two AI tools you use weekly and one concrete example of time saved or a breakthrough productivity gain.
• Your latest win with AI: Tell us something you’ve built with AI that you’re proud of — or a failure you learned from — in one or two sentences.