Strategic Partnerships Manager Jobs
Strategic Partnerships Manager jobs are open across SaaS, fintech, healthtech, media, and enterprise technology, from individual contributor to director level, with specializations in channel partnerships, strategic alliances, and go-to-market strategy. Find a role that fits from the openings below and apply directly.
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Job Summary:
The Vice President, Strategic Partnerships is Hui Huliau's senior representative in Hawaii and in the company's international markets. The Vice President represents the company to senior leaders of federal, state, county, and military organizations, foreign governments, and industry; originates opportunities through those relationships; and brings together domestic and foreign firms that can team with Hui Huliau as subcontractors, primes, or partners. The position focuses first on U.S. Indo-Pacific Command (USINDOPACOM) and the Pacific, and extends to the Middle East, Africa, and other regions as the Executive Vice President (EVP) of Growth directs.
The Vice President has no direct reports and does not serve as Capture Manager or Proposal Manager. The Vice President originates opportunities and supports selected pursuits through award; the Growth team's business development and capture staff own qualification, capture, and proposal. Teaming agreements, nondisclosure agreements, memoranda of understanding, and pricing are executed through Contracts by an authorized officer. The position is measured on qualified opportunities originated and accepted into the pipeline, partner relationships that reach a signed teaming agreement, and senior engagements that advance the growth plan.
Duties/Responsibilities:
Senior representation
- Represent Hui Huliau to senior leaders of federal agencies, USINDOPACOM and its component commands, the State of Hawaii and its counties, foreign governments, and industry, delivering messages and positions agreed in advance with the EVP of Growth.
- Represent the company at conferences, symposia, trade delegations, and industry days in Hawaii and the company's target regions, such as AUSA LANPAC and AFCEA TechNet Indo-Pacific, under an annual event plan the EVP of Growth approves.
- Brief senior audiences accurately on Hui Huliau as a Native Hawaiian Organization (NHO), its family of operating companies, and the contracting paths those companies offer customers: NHO 8(a) direct award, competitive prime award, and subcontract roles.
Opportunity origination
- Identify opportunities through senior relationships 12 to 36 months before release, and hand each one to the Growth team with the customer, requirement, timing, and contacts entered in the company CRM (Capsule) within 10 business days.
- Arrange and attend early customer engagements, capability briefings, and requirement-shaping discussions alongside the assigned business development or capture lead.
- Communicate and coordinate with the Construction Division lead on every construction-related opportunity, partner introduction, and customer engagement, and route construction leads to the Construction Division for qualification and pursuit.
- Identify requirements suited to NHO 8(a) direct award and introduce program and contracting offices to that path, with Contracts and the capture lead confirming eligibility and the bid entity before any commitment is made.
Partnerships and matchmaking
- Identify, introduce, and help vet domestic and foreign firms that can support Hui Huliau as subcontractors, or that Hui Huliau can support, in the company's growth lanes.
- Route every teaming discussion, nondisclosure agreement, and teaming agreement through Contracts, and support the capture lead in partner negotiations when assigned.
- Maintain senior contacts and partner firms in the CRM so the Growth team can see each relationship.
Pursuit support
- On pursuits the EVP of Growth assigns, provide customer insight and introductions, attend customer meetings, and join gate and Black Hat reviews as the regional subject matter expert.
- Report activity, new leads, and decisions needed to the EVP of Growth on an agreed cadence, and join the weekly pipeline review when Hawaii or international opportunities are on the agenda.
Compliance and conduct
- Conduct every engagement in compliance with the Foreign Corrupt Practices Act, U.S. export control regulations (ITAR and EAR), procurement integrity rules, and federal gift and ethics restrictions on government employees.
- Disclose outside employment, appointments, and affiliations to the EVP of Growth and Human Resources, and manage any potential conflict of interest under company policy.
Skills/Abilities:
- Established relationships with senior leaders in federal, state, military, and foreign government and in industry in Hawaii, the Indo-Pacific, and other international markets.
- Record of leading trade missions or business delegations and matching firms with partners and customers.
- Working knowledge of federal acquisition: the FAR, SBA 8(a) and NHO sole-source authority, competitive awards, small business set-asides, and subcontracting.
- Executive presence and cross-cultural communication; able to brief chief executives and senior government officials and speak for the company at public events.
- Working knowledge of the Foreign Corrupt Practices Act and U.S. export controls.
- Proficiency with Microsoft 365 and the company CRM (Capsule).
Job Summary:
The Vice President, Strategic Partnerships is Hui Huliau's senior representative in Hawaii and in the company's international markets. The Vice President represents the company to senior leaders of federal, state, county, and military organizations, foreign governments, and industry; originates opportunities through those relationships; and brings together domestic and foreign firms that can team with Hui Huliau as subcontractors, primes, or partners. The position focuses first on U.S. Indo-Pacific Command (USINDOPACOM) and the Pacific, and extends to the Middle East, Africa, and other regions as the Executive Vice President (EVP) of Growth directs.
The Vice President has no direct reports and does not serve as Capture Manager or Proposal Manager. The Vice President originates opportunities and supports selected pursuits through award; the Growth team's business development and capture staff own qualification, capture, and proposal. Teaming agreements, nondisclosure agreements, memoranda of understanding, and pricing are executed through Contracts by an authorized officer. The position is measured on qualified opportunities originated and accepted into the pipeline, partner relationships that reach a signed teaming agreement, and senior engagements that advance the growth plan.
Duties/Responsibilities:
Senior representation
- Represent Hui Huliau to senior leaders of federal agencies, USINDOPACOM and its component commands, the State of Hawaii and its counties, foreign governments, and industry, delivering messages and positions agreed in advance with the EVP of Growth.
- Represent the company at conferences, symposia, trade delegations, and industry days in Hawaii and the company's target regions, such as AUSA LANPAC and AFCEA TechNet Indo-Pacific, under an annual event plan the EVP of Growth approves.
- Brief senior audiences accurately on Hui Huliau as a Native Hawaiian Organization (NHO), its family of operating companies, and the contracting paths those companies offer customers: NHO 8(a) direct award, competitive prime award, and subcontract roles.
Opportunity origination
- Identify opportunities through senior relationships 12 to 36 months before release, and hand each one to the Growth team with the customer, requirement, timing, and contacts entered in the company CRM (Capsule) within 10 business days.
- Arrange and attend early customer engagements, capability briefings, and requirement-shaping discussions alongside the assigned business development or capture lead.
- Communicate and coordinate with the Construction Division lead on every construction-related opportunity, partner introduction, and customer engagement, and route construction leads to the Construction Division for qualification and pursuit.
- Identify requirements suited to NHO 8(a) direct award and introduce program and contracting offices to that path, with Contracts and the capture lead confirming eligibility and the bid entity before any commitment is made.
Partnerships and matchmaking
- Identify, introduce, and help vet domestic and foreign firms that can support Hui Huliau as subcontractors, or that Hui Huliau can support, in the company's growth lanes.
- Route every teaming discussion, nondisclosure agreement, and teaming agreement through Contracts, and support the capture lead in partner negotiations when assigned.
- Maintain senior contacts and partner firms in the CRM so the Growth team can see each relationship.
Pursuit support
- On pursuits the EVP of Growth assigns, provide customer insight and introductions, attend customer meetings, and join gate and Black Hat reviews as the regional subject matter expert.
- Report activity, new leads, and decisions needed to the EVP of Growth on an agreed cadence, and join the weekly pipeline review when Hawaii or international opportunities are on the agenda.
Compliance and conduct
- Conduct every engagement in compliance with the Foreign Corrupt Practices Act, U.S. export control regulations (ITAR and EAR), procurement integrity rules, and federal gift and ethics restrictions on government employees.
- Disclose outside employment, appointments, and affiliations to the EVP of Growth and Human Resources, and manage any potential conflict of interest under company policy.
Skills/Abilities:
- Established relationships with senior leaders in federal, state, military, and foreign government and in industry in Hawaii, the Indo-Pacific, and other international markets.
- Record of leading trade missions or business delegations and matching firms with partners and customers.
- Working knowledge of federal acquisition: the FAR, SBA 8(a) and NHO sole-source authority, competitive awards, small business set-asides, and subcontracting.
- Executive presence and cross-cultural communication; able to brief chief executives and senior government officials and speak for the company at public events.
- Working knowledge of the Foreign Corrupt Practices Act and U.S. export controls.
- Proficiency with Microsoft 365 and the company CRM (Capsule).
Strategic Partnerships Manager Jobs by Experience Level
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Who's Hiring
Top Industries Hiring
- Technology & Software11
- Banking & Financial Services5
- Education3
- Retail2
- Fintech2
What Employers Look For
The qualifications that appear most often in strategic partnerships manager jobs.
- 3 to 8 years of experience in business development, alliances, or channel partnerships
- Demonstrated ability to structure and negotiate partnership agreements
- Experience with CRM platforms such as Salesforce to manage partner pipelines
- Strong cross-functional collaboration with sales, marketing, and product teams
- Bachelor's degree in business, marketing, or a related field
- Familiarity with partner relationship management tools such as Alliances, Impartner, or PartnerStack
Tips for Your Strategic Partnerships Manager Job Search
Quantify your partnership portfolio outcomes
Hiring managers want numbers tied to deals you closed or programs you grew. Pull specific metrics like revenue influenced, number of partners onboarded, or pipeline generated from your past roles before you write a single bullet on your resume.
Tailor your resume to the partner type
Channel, technology, and co-sell partnerships require different skills. Read each job description carefully to see which partner motion the company runs, then front-load your resume with experience that matches that exact model, not a generic partnerships overview.
Apply early to roles that fit
Migrate Mate lists strategic partnerships manager openings from across the United States in one place, so you can find roles that match and apply directly to each listing.
Target companies at the right growth stage
A Series B SaaS company building its first partner program needs a different skill set than a mature enterprise scaling an existing ecosystem. Identify which stage matches your background and filter your search accordingly to avoid interviews where your experience won't translate.
Prepare a partnerships case study for interviews
Most strategic partnerships manager interviews include a scenario question asking how you would structure or rescue a partner relationship. Walking in with a real, documented example from your career, including the conflict and resolution, will separate you from candidates who give hypothetical answers.
Negotiate scope before negotiating compensation
Clarify whether you will own commercial terms, manage partner success post-close, or both before the offer stage. Undefined scope inflates expectations on both sides, and getting alignment on responsibilities first gives you a much stronger foundation when discussing the full offer.
Strategic Partnerships Manager Jobs: Frequently Asked Questions
Which companies are hiring the most strategic partnerships managers?
The companies hiring the most strategic partnerships managers right now include Google, Intuit, and Spectrum, with the largest share of openings in California, New York, and Massachusetts, based on current listings on Migrate Mate as of November 2026. Technology platforms and high-growth SaaS companies consistently account for a large portion of active openings in this role.
How many strategic partnerships manager jobs are remote?
About 83% of strategic partnerships manager openings are fully remote or hybrid as of November 2026, reflecting the relationship-driven nature of the role that often allows flexibility outside of major account activity. Strategic alliances and technology partnership roles tend to have the highest remote availability, while channel and field partnership roles more often require regional presence.
How do you become a strategic partnerships manager?
Most strategic partnerships managers start in sales, account management, business development, or a customer-facing role where they develop negotiation and relationship skills. From there, moving into a partnerships coordinator or analyst role gives you exposure to partner program structure. Building a portfolio of deals you contributed to and earning experience with cross-functional project ownership positions you for a manager-level role.
Can you get a strategic partnerships manager job without direct partnerships experience?
Yes, candidates regularly move into this role from adjacent functions like sales, solutions engineering, or marketing. Hiring managers look for demonstrated ability to manage external relationships, drive agreements to close, and work across internal teams. Framing your existing experience around partner-like dynamics, such as managing vendor relationships, co-selling with an agency, or building channel programs, makes the transition more credible.
What does the strategic partnerships manager interview process look like?
The process typically includes an initial recruiter screen, a hiring manager conversation focused on your partnerships background, and a cross-functional panel with stakeholders from sales, product, or marketing. Most companies include at least one case exercise asking you to outline a partnership strategy or evaluate a potential partner. Final rounds often involve a conversation with a VP or executive to assess strategic thinking and cultural fit.
Where can I find and apply to strategic partnerships manager jobs?
You can find and apply to strategic partnerships manager jobs on Migrate Mate, which lists current openings from across the United States. Search the listings to find roles that match your background and apply directly to each one that fits.
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