Partner Manager, Ditto
+ Offers stock options
Resilient edge device connectivity
Job no longer available
Resilient edge device connectivity
201-500 employees
Job no longer available
+ Offers stock options
201-500 employees
Company mission
To expand the internet via software enabling devices to synchronise data in real-time, even where the internet doesn't reach.
Role
Who you are
- 5+ years of experience in partner management or business development within the enterprise software or technology industry
- Proven track record of building and maintaining a strong sales pipeline through partnerships, driving growth in both mobile and desktop environments
- Experience negotiating and managing commercial agreements with partners, including cloud providers, system integrators, and mobile technology vendors
- Familiarity with enterprise mobile solutions and the ability to align mobile offerings with customer needs in large-scale enterprise deployments
- Strong understanding of mobile, SaaS, cloud platforms, and data infrastructure technologies
- Experience working in a high-growth startup (Series A or Series B) is required, with a proven ability to thrive in a fast-paced, dynamic environment
- Excellent communication and relationship management skills, with the ability to influence stakeholders at all levels
- Data-driven mindset with the ability to track, report, and optimize partner performance based on measurable outcomes
Desirable
- Experience with mobile technology vendors and integrating mobile solutions into partner-led initiatives
- Background in fast-growing enterprise software startups and familiarity with partner ecosystems for cloud platforms
What the job involves
- As a Partner Manager, you will be central to building and nurturing relationships with key partners, including technology partners, cloud providers and systems integrators
- You will own the growth of our partner network, facilitating joint sales and marketing initiatives that generate pipeline and deliver value to enterprise customers
- Pipeline Development: Collaborate with partners to create and maintain a robust sales pipeline, ensuring alignment with both partners’ and Ditto’s business objectives
- Partner Ecosystem Growth: Develop and expand partnerships with technology vendors, cloud service providers, and system integrators to drive mutual growth and revenue opportunities
- Commercial Negotiations: Lead the negotiation of commercial contracts, including pricing structures, revenue-sharing agreements, and partnership terms that align with the company’s strategic goals
- Mobile Solutions Focus: Work with partners to integrate Ditto’s SDK product into joint go-to-market initiatives, ensuring successful adoption and implementation of mobile solutions in enterprise environments
- Go-to-Market Strategies: Build and execute joint go-to-market plans with partners, driving demand generation and lead acquisition through partner-led marketing campaigns and sales enablement efforts
- Sales Enablement: Ensure partners are fully equipped with the tools, training, and support they need to sell and implement Ditto’s solutions effectively across all platforms
- Performance Tracking: Monitor and assess partner performance, managing joint initiatives to meet key performance indicators (KPIs) related to revenue growth, pipeline creation, and partner engagement
- Cross-Functional Collaboration: Work closely with internal teams such as sales, marketing, product, and legal to ensure successful execution of partnership programs and commercial transactions
Our take
While it's convenient to assume that all the data an app needs is always located in a single place, the reality is more messy. Multi-cloud platforms, IoT devices with varied or limited connectivity and even smartphones can hold necessary data for many applications. The problem for developers is how to tame, access and use this data. Ditto exists to fix this, providing a distributed database that pulls and synchronizes data from edge devices and the cloud.
Able to operate even in locations without internet, using peer-to-peer Wi-Fi, Bluetooth and wired networks to pull data together, it provides a layer of infrastructure which is increasingly required as IoT picks up steam. However, it is not the only entrant in this growing market, and faces competition from the likes of Whalesync, PieSync and Grouparoo.
While most of these companies provide the same kind of functionality, Ditto's large and growing customer base in the tens of thousands (including the likes of the US Air Force, Lufthansa and Japan Airlines) indicates that its product is a strong competitor in this space. It has also attracted the attention of investors, closing a hefty Series B round in 2025. It intends to use this funding to deepen its partnerships and expand its products into new markets, all in an effort to globally scale its operations.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Mar 2025
$82m
SERIES B
Apr 2023
$45m
SERIES A
Total funding: $136m
Company HQ
Financial District, San Francisco, CA
Leadership
Adam Fish
(Co-Founder & CEO)Prior to co-founding Ditto in 2018, Adam co-founded Roobiq. They also previously worked as a Technical Consultant for HBO's Silicon Valley television show.
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