Partner Account Manager (PAM)

FlytBase
Pune, Maharashtra

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Job details

Full-time

Benefits

Flexible schedule

Qualifications

Public speaking
Channel management

Full job description

FlytBase

Build and scale a global partner ecosystem from scratch—driving partner-led revenue, winning complex tenders, and shaping how Fortune 500 industrials adopt “Physical AI” through VARs and system integrators.

Business Development

Pune, India (Onsite)

Full-time

2-4 years

What We Do

FlytBase builds the world's leading Physical AI drone autonomy platform, powering mission-critical operations across 300+ enterprise sites in 40+ countries. Its customers include Fortune 500 leaders such as Shell, CSX, UK Police, Airbus, Anglo American, Dole and Statnett. Explore some of our key deployments here - flytbase.com/case-studies. With a presence in the US and Pune, India, FlytBase is building the nervous system for large industrial sites. The company operates at AI speed, with autonomy and intelligence at its core. Our lean team thrives in a high-agency, high-velocity environment where AI is not a side project, it is the operating system for how we think, build, and grow.

The Role

You'll own FlytBase's partner ecosystem in one of our core regions—Americas, Europe, or MEAA—building the channel for Physical AI from the ground up. This isn't partner management as maintenance. You're recruiting new VARs and drone service providers, turning them into independent sellers, co-selling on six-figure deals, and navigating complex procurement landscapes including public tenders. You're building the revenue engine that scales FlytBase across industrial sites worldwide. This is ground-up work in a new category. Your partners are learning autonomous site intelligence alongside you, which means enablement isn't about following a playbook—it's about defining the playbook together. You'll travel regularly across your region, represent FlytBase at the executive level, and lay the foundation for partnerships that define how Physical AI scales globally.

What You'll Own

• Regional partner ecosystem end-to-end: recruit, deepen, and grow partner-sourced revenue across VARs and drone service providers • Partner enablement that creates self-sufficient sellers: co-sell playbooks, product training, pricing tools, competitive collateral • Co-sell revenue through joint opportunities, partner referrals, and strategic deal coordination with Senior AEs • Procurement and tender management: track opportunities, coordinate response teams, manage submission timelines across public sector • Strategic partnerships with hyperscalers and large enterprises for joint development and co-marketing initiatives • Market presence through partner events, demo days, workshops, and trade shows across your region • Executive business reviews and C-suite engagement to build partnerships that scale • AI-powered pipeline monitoring, tender responses, and partner communications workflows

Best Suited For

• 2-4 years in partner/channel management, alliance management, or channel sales at a tech company • Experience working with VARs, resellers, or system integrators—you know the difference between managing relationships and building revenue engines • Regional market expertise in Americas, Europe, or MEAA: buyer landscapes, procurement processes, compliance requirements • Executive presence: comfortable engaging partner C-suites and representing FlytBase at senior levels • AI-native workflow: daily use of AI for pipeline monitoring, content generation, tender responses, not just awareness • Builder mentality: you're excited about ground-up channel program development, not inheriting existing processes • International travel readiness: regular travel across six continents to customers, partners, and industry events

What Makes You a Flyter

• Revenue obsession: You measure success in partner-sourced deals and market share, not in meetings held or calls made • Builder's ownership: You see 'that's not in the playbook' as an opportunity to write the playbook, not an excuse to punt • Executive gravitas: You gain credibility and mindshare at the C-suite level because that's where partnerships that scale get built • AI acceleration: You use AI daily to 10x your output on tender responses, partner communications, and pipeline management • Channel as growth engine: You build partnerships that create independent revenue streams, not support relationships that need constant hand-holding

What We Don't Want

• Relationship managers who measure success in partner meetings rather than partner revenue generated • People who think enablement means sending a PDF and checking a box • Anyone who sees channel partnerships as a support function rather than a core growth engine • Candidates who say 'that's not my job' when procurement opportunities or strategic initiatives arise • Partners managers who need constant direction instead of building the program from first principles

Why FlytBase?

• H3 Philosophy: We're building a company that's Happy, Healthy, AND High-Performing. Not as a balance—as a harmony. We move fast without burning out. • Radical Ownership: You won't need permission to experiment, build, or lead. If you see a problem, you own the solution. • Mazaa Aayega: Our internal motto. Yes, the work is intense. But it's also deeply meaningful and genuinely fun. • Systems That Scale: We don't celebrate one-off heroics. We build compounding systems that create leverage. • In-Person Energy: We work from our Pune office because proximity accelerates everything—ideas, feedback, trust, and impact, but travel globally for customer meetings, tradeshows, and deployments.

The Perks

• High agency team and sense of purpose • International Travel—we travel to all 6 continents (sorry, no business in Antarctica yet) • Thought leadership & public speaking opportunities at online & physical events • No-cap budget for AI tools, courses, or experiments • Latest tech stack and tools—whatever helps you move faster • Family Day—Once a year, we transform our office to showcase our work to the people who matter most • Top-tier health coverage for you • Unlimited leave policy & flexible working hours (no punch-in/out) • A damn good team to work with

Who You'll Work With

You'll work directly with Senior AEs on co-sell opportunities, coordinate with marketing on events and market presence, and collaborate with product teams on partner enablement materials. You'll have direct access to FlytBase leadership for strategic partnership decisions.

Ready to Fly?

If you're ready to build the channel that scales Physical AI across industrial sites worldwide, we want to hear from you. This role has international travel, executive engagement, and the chance to define how a new category reaches market through partnerships.

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