Director of Partnerships
职位描述：我们正在寻找一个战略性，执行面向的合作伙伴关系总监来领导 Omatic 的合作伙伴和战略联盟功能。报告给首席销售官，你将拥有整个合作伙伴资产组合，包括白标签和参考合作伙伴关系在系统记录，应用连接器和解决方案提供商类别中，并负责团队年度合作伙伴预订目标。这是一个公司高级，高可见性的领导角色，在那里合作伙伴关系是 GTM 核心运动。你将管理和开发合作伙伴经理团队，为我们的合作伙伴生态系统设定战略方向和层次框架，并个人拥有我们最具价值的战略合作伙伴关系，包括复杂谈判和高管级升级。你将建立和提供有关合作伙伴绩效的执行和董事会级报告，并与销售，营销，产品和客户体验领导部门密切合作，以确保合作伙伴关系融入 Omatic 进入市场运动的每个阶段。责任：合作伙伴策略 & 团队发展 · 全面战略和全资合作伙伴关系组合中的年度/季度目标：白标签，推 （记录系统，应用连接器和解决方案提供商类）和合作伙伴网络会议预订 · 开发并不断完善 Omatic 的合作伙伴排名框架，确定和优先考虑推动大多数来自合作伙伴的战略合作伙伴 · 建立和呈现合作伙伴绩效报告，包括预订，管道，QBR 完成以及合作伙伴健康，以执行领导和董事会为基础 · 根据规模运作合作伙伴关系的资源和人员规划 · 聘请，管理，培训和发展一个合作伙伴经理团队，制定明确的个人和团队目标，符合年度合作伙伴预订目标 ·建立和运行1:1的序列，管道审查和职业发展计划以增强团队技能和影响力 ·培养合作团队内部高绩效，负责任文化，并成为跨功能协作模式战略伙伴与执行关系管理 ·个人拥有和管理与 Omatic 顶级战略伙伴的关系，作为高级日常接触点 ·领导高权合作伙伴谈判，包括合同续订，费用和定价结构以及新的战略协议。
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Job Description: We are looking for a strategic, execution-oriented Director of Partnerships to lead Omatic's Partnerships & Strategic Alliances function. Reporting to the Chief Sales Officer, you will own the full partnerships portfolio, including White Label and Referral partnerships across Systems of Record, Application Connector, and Solution Provider categories, and be accountable for the team's annual partner bookings goal.
This is a senior, high-visibility leadership role at a company where partnerships are a core GTM motion. You will manage and develop a team of Partner Managers, set the strategic direction and tiering framework for our partner ecosystem, and personally own our highest-value Strategic Partner relationships, including complex negotiations and executive-level escalations.
You will build and deliver executive and Board-level reporting on partner performance, and will collaborate closely with Sales, Marketing, Product, and Customer Experience leadership to ensure partnerships are embedded into every stage of Omatic's go-to-market motion.
Responsibilities:
Partnership Strategy & Team Development
· Own overall strategy and annual/quarterly targets across the full partnerships portfolio: White Label, Referral (Systems of Record, Application Connector, and Solution Provider categories), and Partner Webinar Bookings
- Develop and continually refine Omatic's partner tiering framework, identifying and prioritizing Strategic Partners that drive the majority of partner-sourced business
- Build and present partner performance reporting, including bookings, pipeline, QBR completion, and partner health, to executive leadership and the Board
- Own resource and headcount planning for the partnerships function as it scales
- Hire, manage, coach, and develop a team of Partner Managers, setting clear individual and team goals aligned to the annual partner bookings target
- Build and run a cadence of 1:1s, pipeline reviews, and career development planning to grow the team's skills and impact
- Foster a high-performance, accountable culture within the Partnerships team, and serve as a model for cross-functional collaboration
Strategic Partner & Executive Relationship Management
· Personally own and manage relationships with Omatic's top-tier Strategic Partners, serving as the senior day-to-day point of contact
- Lead high-stakes partner negotiations, including contract renewals, fee and pricing structures, and new strategic agreements
- Serve as the senior escalation owner for partner issues requiring cross-functional engagement, including issues spanning Product, Legal, and Customer Experience, looping in executive stakeholders as needed
Cross-Functional & Executive Alignment
· Partner with Sales, Marketing, Product, and Customer Experience leadership to embed the partnerships motion into Omatic's broader GTM strategy
- Report directly to the Chief Sales Officer on partner pipeline, bookings, and strategic initiatives, and contribute partner-level insight to company-wide planning
New Partnership Development & Market Strategy
· Identify, evaluate, and prioritize new strategic partnership opportunities, including new Systems of Record, Application Connector, and Solution Provider partners, that align with Omatic's growth priorities
- Build business cases and lead negotiation of term sheets and agreements for new partnerships
- Monitor market, competitive, and nonprofit technology landscape trends to continually inform and evolve partnership strategy
Qualifications:
· 7+ years of experience in partnerships, business development, alliances, or channel/strategic sales, preferably within a SaaS environment
- 2+ years of experience directly managing, coaching, and developing a team
- Demonstrated track record negotiating and closing complex, high-value partner agreements
- Experience building or scaling a partner program or partner tiering strategy
- Strong executive presence with the ability to present partner performance and strategy to senior leadership and the Board
- Strategic and structured thinker who is also comfortable operating hands-on and close to the details when needed
- Strong written and verbal communicator, able to tailor a value proposition to a range of partner and executive audiences
- Foundational understanding of the integration landscape (ETL, application integration, workflow automation) preferred; nonprofit technology experience a plus
- Experience with Salesforce required
- Bachelor's degree or equivalent experience
Originally posted on Himalayas