# Partnerships, Strategic Partner Lead

**Company:** [Watershed](https://hotfix.jobs/companies/watershed)
**Location:** New York, NY, San Francisco, CA
**Role:** Partnerships
**Salary:** $216k – $240k/yr
**Experience:** 7+ years
**Skills:** Business Development, Partnerships, ecosystem partnerships, system integrators, revenue structures, partner programs, gtm collaboration, co-branding, co-marketing
**Posted:** 2026-07-29

> Lead strategic partnerships with global system integrators and consultants to drive sales pipeline, execute agreements, and ensure partner success for Watershed's sustainability platform. Requires deep BD/partnerships experience, cross-functional collaboration, and in-office presence in New York.

## Job Description

## Responsibilities
- Develop and grow the Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities.
- Own the partnership end-to-end including developing terms, executing partnership agreements, onboarding new partners and owning partner success.
- Drive sales pipeline via the partnerships identified and in play.
- Act as a thought-partner to Sales/Customer Success and Product teams to map out highest impact and revenue opportunities and influence future of the company’s revenue streams.

## Requirements
- Significant experience in Business Development and Partnerships, including past work in ecosystem partnerships.
- In-depth experience building and scaling partnerships with global system integrators.
- Deep understanding of revenue structures and incentives to successfully design partner programs.
- A proven track record of collaborating with cross-functional GTM + customer teams to drive tangible business results.
- Experience in co-branding and co-marketing efforts to drive customer acquisition and growth.
- A passionate thought-partner and collaborator across product, marketing, data and customer teams.
- Experience in the early stages of team and company growth with the ability to think big picture, while also rolling up sleeves and executing.
- Must be willing to work from an office 4 days per week.

## Nice-to-Haves
- Experience with sustainability, climate, or ESG topics (implied by company mission).

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