Partnerships Lead
Owns full partnerships function including cloud providers (AWS, GCP, Azure), builds co-sell motions, sources leads, achieves revenue KPIs, and collaborates cross-functionally. Requires 3-5 years in BD/partnerships/sales with cloud experience.
Responsibilities
- Develop and execute strategic cloud partnerships to drive business growth and expand market presence.
- Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
- Build relationships with partner networks and drive progression through cloud partner program tiers.
- Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.
- Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations.
- Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
- Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.
- Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations.
Qualifications
- 3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs.
- Experience developing and executing partnership strategies to drive business growth.
- Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline.
- Comfort working cross-functionally with sales, marketing, engineering, and product.
- Ability to analyze data and metrics to inform partnership strategies and measure success.
- Strong negotiation and conflict resolution abilities and relationship instincts.
- Excellent project management and organizational skills.
- Willingness to travel up to 25% to meet with partners.
Benefits
- Competitive salary and equity.
- Comprehensive healthcare and dental coverage.
- 401(k) plan.
- Generous PTO: 13 accrued days, plus company shutdown from December 24 to January 1.
- Free lunch and dinner at the office.
- Continuous learning and professional development reimbursements.
- Annual paid company retreat.
Compensation: $140,000—$180,000 USD
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