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Director of Technology Partnerships
Ntop
United StatesRemote1mo ago
- Employment
- Full-time
- Seniority
- Lead
About the role
- Partner strategy. Decide which partners to pursue, in what order, and at what engineering investment — and defend those decisions against the opportunity cost of not building something else.
- Existing partnerships. Take the partnerships we already have — AWS, GCP, and Azure on the cloud side; NVIDIA, PhysicsX, and ANSYS on the software and AI side, among others — from early conversations to structured, revenue-generating relationships. Find and pursue new ones across cloud infrastructure, AI/ML platforms, physics simulation, PLM, digital thread, and adjacent ecosystems.
- Partner program. Turn nTop's partner program from an unmanaged list into a tiered structure. Define what each tier costs, requires, and earns: fees, agreements, co-marketing and co-selling obligations, support channels, SLOs. Make sure partners have the APIs, documentation, and product features they need to actually integrate.
- Commercial agreements. Pick the right deal shape for each partnership — co-sell, revenue share, OEM/embedded licensing, marketplace listings — then negotiate and close it with the partner and Legal.
- Product and engineering alignment. You're the bridge between what partners need and what nTop builds. You won't directly prioritize the engineering backlog, but the CTO and R&D partner with you on the integration roadmap.
- Sales and marketing alignment. Work with Sales and Marketing to turn partner integrations into co-sell motions Sales can actually run, joint messaging, and a clear story for customers.
- Partnership revenue. Track and report the pipeline and revenue partnerships generate. You own a blended number: sourced deals count at full value; influenced deals — where a partner relationship accelerated or expanded an opportunity owned by Sales — count at 40%. Attribution is tracked in CRM from first partner touch. You own the number from day one, but Year 1 quota is set to reflect a build year, not a mature pipeline.
- External relationships. Represent nTop with partners at both the technical and executive level, and own each relationship from first call to signed deal and beyond.
- Technical fluency in engineering software, simulation, AI/ML platforms, or adjacent ecosystems — enough to judge what an integration is worth on your own, and hold a real conversation with engineering and product at the partner.
- Experience designing or reconceiving a partner or developer program — and the instinct to distinguish partners who are serious from those who are just interested.
- A track record of turning partnership conversations into revenue: structuring deals, closing agreements, producing measurable outcomes. You understand how SaaS and platform businesses make money through partners, and can design deal structures that work for both sides.
- A career that combines meaningful hands-on technical or engineering experience with partnerships, business development, or a technical GTM role at a B2B technology company — and proof that you can work in build-out mode, where the playbook doesn't exist yet.
- The judgment to weigh a partnership's strategic and commercial value, engineering cost included — not just the upside — and the ability to work across Product and Engineering to deliver what each one needs.
- The ability to hold your own with CTOs, CPOs, and technical directors at partner organizations.
- Familiarity with the technical domain — broad (CAD, CAE, FEA, generative design, additive manufacturing, computational engineering) or specific (implicit geometry, simulation-driven design, physics-based AI). You don’t need to have built these tools, but you should understand them as a practitioner, builder, or go-to-market professional.
- Familiarity with the hard engineering industries nTop serves: aerospace, defense, propulsion, industrial energy, and adjacent markets. You understand what these customers buy, what they value, and how technology partners fit into their workflows.
- Prior employment at a company nTop partners with or wants to partner with: AWS, GCP, Azure, NVIDIA, PhysicsX, ANSYS, Siemens, Dassault Systèmes, Autodesk, or similar, with existing relationships at the partnership, product, or technical leadership level.
- Experience at a fast-growing B2B software company building out its ecosystem or going through a platform transition.
- Prior roles translating technical requirements between product/engineering teams and external partners.
- A career that moved from hands-on technical (engineering, software development, technical PM) toward strategic and commercial. You grew into a role like this; you weren't placed into one.
- Experience structuring or running a developer or technology partner program, including tiering, incentives, and documentation.
- Year 1: You're not starting from zero. nTop has existing relationships, technical headway, and a clear set of targets — the job is to organize and accelerate. By the end of the year: the existing partnerships are structured, with commercial terms set, integration roadmaps in place, and co-sell or co-marketing motions running. The first partner-attributed dollar is on the board. A defensible strategy exists, with a clear thesis for each partner and an honest view of which to deprioritize. At least one new partner has gone from first call to signed agreement.
- Year 2: Two or three anchor partnerships are generating material pipeline, with co-sell motions Sales can run without heavy lifting from you. The partner program is fully tiered, with the economics, obligations, and technical infrastructure to match — no longer an open list, but a real program. Product and Engineering are working from a partner-driven roadmap, not reacting to inbound.
- Long-term: Partnerships are a real, sizeable revenue line on their own. Across cloud, AI/ML, and simulation, nTop is the computational engineering platform ecosystem players want to integrate with.
- The real measure: The CRO and CTO credit this role with turning nTop's partner relationships into real business — not just logos on a website.
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