Business Development & Partnerships Manager – AI

Business Development & Partnerships Manager – AI

Giotto.ai is a Swiss AI company founded by EPFL mathematicians and headquartered in Lausanne. We build sovereign, portable intelligence systems that enable organisations to use advanced AI while retaining control over their data, infrastructure and deployment.

We are looking for a Business Development & Partnerships Manager to help build our partner business and turn shared opportunities into commercial results.

Role Overview:

Working closely with our VP of Business Development, you will help shape our partner approach and take ownership of putting it into practice. This is an individual contributor role with direct responsibility for developing productive partner relationships.

You will work with software vendors, data centre and hosting providers, systems integrators and advisory firms. These partners embed Giotto in their software, host it for their customers, implement it in customer environments, or advise clients on AI adoption and governance.

This is a hands-on role for someone who combines relationship-building skills with commercial drive and a builder’s mindset. You will personally initiate conversations, develop proposals, coordinate joint activities and follow through on opportunities. You should enjoy turning ideas into action, adapting to evolving priorities and creating practical ways of working where they do not yet exist.

What you will do:

• Help prioritise partner segments with the VP of Business Development, then identify, assess and approach potential partners.
• Understand each partner’s customers, capabilities and business model to develop joint value propositions, offerings and routes to market.
• Own joint partner plans with clear commercial objectives, responsibilities and next steps.
• Coordinate evaluations, demonstrations and enablement with our technical teams to move partners towards active collaboration.
• Generate and progress joint customer opportunities, develop proposals and support partnership negotiations alongside the VP of Business Development.
• Establish practical onboarding and regular partner reviews; maintain CRM records and track progress towards active offerings, qualified opportunities and revenue contribution, as relevant to each partner model.
• Represent Giotto at relevant events and partner meetings, and bring partner and market feedback to our internal teams.
  

What you bring:

• Around 3–5 years of relevant experience in B2B technology partnerships, business development, alliances or channel sales.
• Evidence of personally turning external relationships into commercial outcomes, such as a launched offering, customer project or revenue.
• An understanding of how technology partnerships create value, with experience in at least one relevant partner model; experience across all four is not required.
• Strong communication, presentation and negotiation skills, with the commercial judgement to understand partner priorities, build a business case and work credibly with business and technical stakeholders.
• A practical, organised approach: you take initiative, manage several opportunities and follow through independently, including when priorities evolve or processes are not yet established.
• Fluency in English.

Nice to have :

• Knowledge of the Swiss B2B technology market and partner landscape, and an existing network in the Swiss or European technology ecosystem.
• Familiarity with AI, enterprise software, data platforms or cybersecurity.
• French and/or German language skills.
• Experience in a startup or growing technology company.

Why Giotto?

• Help bring Swiss-developed AI to new customers and markets through partnerships.
• Build our partner approach together with the VP of Business Development, working closely with our commercial, product and technical teams.
• Own partner relationships and execution, and see your work translate into active offerings, customer projects and commercial results.