Role Description ThinkingAI's platform sits at the intersection of foundation models, enterprise data, and the agentic ecosystem (MCP, Slack, Lark, Discord, vertical SaaS). The Partnerships Manager will build and operate the partner motion that compounds our reach — sourcing the right partners, landing the relationships, and turning them into co-selling, co-marketing, and co-building outcomes. This is a builder role inside a small, senior team; you'll have wide latitude and direct executive exposure. What You'll Do - Discovery & sourcing: - Map the partner landscape across model providers (Anthropic, OpenAI, Google, Meta, open-source), hyperscalers (AWS, GCP, Azure), the MCP ecosystem, system integrators, and vertical ISVs. - Build a prioritized target list with a clear thesis for each. - Relationship building: - Open doors, run discovery, and build trust with PM, BD, and field counterparts at partner companies. - Be the relationship of record at ThinkingAI. - Product-led partnerships: - Work with our product and engineering team to scope joint technical work — integrations, reference architectures, MCP-based connectors, joint demos. - Translate partner needs into product requirements. - Co-selling: - Build the co-sell motion with priority partners: account mapping, joint pipeline reviews, co-pitching to enterprise accounts, marketplace listings (AWS, GCP, Azure). - Co-marketing & joint GTM: - Partner with marketing on joint webinars, launches, customer stories, event presence, and content. - Convert partner momentum into measurable pipeline. - Operating cadence: - Own the partnership pipeline, QBRs, and reporting. - Define what "good" looks like for each partner tier and hold the relationship to it. Qualifications - 4–7 years in partnerships, BD, alliances, or strategic GTM roles. - Direct experience at a frontier AI lab or major AI platform — OpenAI, Anthropic, Google (DeepMind / Cloud AI), Meta AI — or at a comparable B2B enterprise software company with a serious partner program. - A working network across the AI ecosystem (model providers, hyperscaler AI orgs, agent/MCP ecosystem, top SIs). - Strong product instincts. You can sit in a technical scoping conversation, understand what's being proposed, and represent ThinkingAI credibly — not just hand off to an SE. - Track record of sourcing partnerships that produced measurable outcomes: pipeline, ARR influenced, joint customers, or shipped integrations. - Excellent written and verbal communication. Comfortable owning an exec relationship and a Slack channel with equal polish. - Bonus: experience with on-prem / regulated-industry enterprise sales motions, MCP, or vertical AI (gaming, fintech, consumer apps). Compensation - Base salary: $150,000 – $185,000 - Variable / partner-influenced bonus: $25,000 – $60,000 OTE, tied to sourced pipeline, co-sell ARR influenced, and signed strategic partnerships. - Total OTE: $175,000 – $245,000 Benefits - Medical / dental / vision (100% employee premium) - 401(k) - 10 days PTO with ability to request more

• Serve as the primary day-to-day contact for assigned national accounts • Build and maintain strong relationships with claims leadership, program managers, and key operational stakeholders • Develop a deep understanding of each client’s workflows, expectations, and program requirements • Drive referral and revenue growth within designated national accounts • Identify and execute upsell and cross-sell opportunities • Partner with Sales Directors and Managing Directors to align on account strategy • Support new client rollouts and participate in client meetings, events, and industry conferences • Collaborate with Operations, Sales Support, Marketing, and Physician Recruitment teams to ensure successful onboarding and expansion • Stay informed on market trends, competitor activity, and industry developments • Lead and support stewardship meetings, quarterly business reviews (QBRs), and performance check-ins • Prepare and present service metrics, utilization trends, and improvement opportunities • Ensure clients remain informed, engaged, and confident in service delivery • Act as the primary contact for client concerns, service issues, and escalations • Partner with internal teams to investigate and resolve issues in a timely manner • Communicate updates clearly and proactively to clients • Identify risks early and implement solutions to prevent recurrence • Ensure client-specific requirements are clearly communicated and executed internally • Collaborate with operations, scheduling, and QA teams to maintain service consistency, turnaround times, and quality • Support onboarding and implementation of new programs and accounts • Track and analyze key metrics, including turnaround times, report quality, and client satisfaction • Identify trends and recommend process improvements • Partner internally to enhance overall service delivery • Work closely with National Sales Managers, Managing Sales Directors, Sales Directors, and Operations teams • Support the rollout and ongoing management of national programs • Provide feedback on client needs, service gaps, and market insights

• Develop and execute strategic account plans aligned with Ti-Mill business objectives, revenue targets, and market growth initiatives. • Build and maintain strong relationships with key customer stakeholders, including purchasing, supply chain, operations, and executive leadership teams. • Identify and pursue new business opportunities within existing accounts, adjacent markets, and underserved geographic regions. • Collaborate with internal cross-functional teams including operations, quality, inside sales, planning, and supply chain to ensure alignment with customer requirements and expectations. • Drive commercial growth across commodity titanium products while supporting opportunities for value-added services and differentiated solutions. • Prepare and maintain sales forecasts, market intelligence, customer activity reports, and opportunity pipelines. • Provide timely communication regarding customer developments, risks, opportunities, and corrective action plans. • Conduct regular customer visits and maintain consistent communication through in-person meetings, phone calls, and virtual platforms. • Expected travel is 30-50% depending on customer and business needs. • Support contract negotiations, pricing discussions, and long-term commercial agreements. • Monitor market trends, competitive activity, and customer demand signals to support business planning and commercial strategy. • Represent Howmet Aerospace in a professional manner while strengthening long-term customer partnerships.

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues for the assigned account set and overall territory • Meet or exceed the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing opportunities. • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts and recognition. • Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com) • Address any customer satisfaction issues and/or requests in a timely manner • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers. • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment. • Follow up on inbound, web and corporate event leads • Accept inbound and perform outbound prospecting activities to identify new sales opportunities. • Meet and exceed the sales activity metrics designed to make you productive and successful. • Lead customer presentation and demos via online tools (GO TO MEETING) • Perform ongoing analysis and report on opportunities that are supported • Act as a liaison between partner, customers, and appropriate Fortinet team members • Perform other duties and projects, as assigned to support the growth or our business • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values