Senior Partner Manager – Alliances & Ecosystem

For over a decade now, OpenNebula Systems has been building the open source technology that helps organizations around the world to manage their corporate data centers and build Enterprise Clouds with unique, innovative features.

Born back in the day as an open source platform for Private Clouds, OpenNebula is a powerful, but easy-to-use, open source Cloud & Edge Computing Platform whose community includes nowadays leading companies and public agencies in a wide range of industry niches and countries.

If you want to join an established leader in the cloud infrastructure industry and the global open source community, keep reading, because you can now join exceptionally passionate, talented colleagues, and help world´s leading enterprises implement their next-generation edge and cloud strategies. We are hiring!

Come join us in our distributed, fully-remote, international team, where we promote Creativity, Innovation, Collaboration, Open Communication and Iterative Work, and we´re seeking a Senior Partner Manager to work in the development of the OpenNebula open-source cloud management platform and its new strategic project in AI.

Job Description

We are looking for a Senior Partner Manager to lead and execute our partner strategy in Spain. Spain is a key growth market, where success depends on strong local presence, trusted relationships, and a deep understanding of the ecosystem.

This role will establish a dedicated partner leadership presence on the ground, accelerate partner-driven revenue and execution, and strengthen and scale existing regional initiatives. At the same time, it will ensure close alignment with EMEA, and global strategies, connecting Spain with the broader partner ecosystem and contributing to international growth.

Your impact will be directly reflected in market expansion, revenue growth, and the strength of the partner network in Spain, across EMEA and worldwide.

As we are an international team, please submit your CV in English.

Core Responsibilities

Partner Strategy & Ecosystem Development

• Identify, recruit, and onboard high-value partners (system integrators, VARs, MSPs, etc.)

• Define partner segmentation and prioritize relationships based on business impact

• Build and maintain strong, trust-based relationships with key partner stakeholders

• Act as the main point of contact and lead regular business reviews (QBRs, pipeline reviews)

Revenue Generation & Partner Enablement

• Develop and execute joint go-to-market (GTM) plans with partners

• Drive co-selling initiatives and support strategic deals

• Generate and grow partner-sourced and partner-influenced pipeline

• Enable partners to effectively position, sell, and deliver solutions

• Develop clear value propositions and business cases to support partner engagement

Performance Management & Internal Alignment

• Define KPIs and track partner performance (pipeline, revenue, activity)

• Improve partner lifecycle efficiency, including time-to-activation

• Collaborate with the EMEA/worldwide team, and cross-functionally with Sales, Marketing, Product, and Customer Success

• Advocate for partner needs internally and manage channel alignment/conflict

Experience Required

Academic Background and Certifications

• Bachelor’s degree in Business Administration, Engineering, Computer Science, or a related field.

• An MBA or relevant certifications in cloud or partner management are a plus.

Professional Experience

• Proven experience in partnerships, alliances, indirect sales, or business development

• Strong track record of driving revenue through partners

• Experience working within cloud, infrastructure, or enterprise software ecosystems (strong advantage)

• Experience managing complex stakeholder environments (internal & external)

• Strong commercial acumen and results-oriented mindset

• Excellent communication, negotiation, and influencing skills

• Ability to operate both strategically and hands-on

• Comfortable working cross-functionally in a fast-paced environment

Language Skills

• Native Spanish speakers with advanced English level (C1 or higher) are required.

Soft Skills & Collaboration

• Strategic thinker with strong execution capability

• Highly driven by outcomes and measurable impact

• Confident in challenging partners and internal teams constructively

• Strong understanding of the Spanish market and ecosystem dynamics

What's in it for me?

Some of our benefits and perks vary depending on location and employment type, but we are proud to provide employees with the following;

• Competitive compensation package and flexible remuneration: Meals, Transport, Nursery/Childcare

• Customized workstation (macOS, Windows, Linux)

• Private health insurance

• Paid time off: Holidays, Personal Time, Sick Time, Parental leave

• Afternoon-off working day every friday and during summer

• Remote company with bright HQ centrally located in Madrid; offices in Boston (USA), Brussels (Belgium) and Brno (Czech Republic); and access to office space near your location when needed. During the first year, for onboarding purposes, and for participation on certain projects, employees should be able to attend events and face-to-face meetings in our Madrid offices and other European cities. All employees are also required to attend our company-wide face-to-face all-hands meetings twice a year

• Healthy work-life balance: We encourage the right for Digital Disconnecting and promote harmony between employees personal and professional lives

• Flexible hiring options: Full Time/Part Time, Employee (Spain/USA) / Contractor (other locations)

• We are building an awesome, Engineering First Culture and your opinion matters: Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued

• Be exposed to a broad technology ecosystem. We encourage learning and researching new technologies and methods as part of your everyday duties