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IT-стартап Improvado.io ищет
Head of Partnerships.
About the Job:
Company is looking for an entrepreneurial and true go-getter who is passionate about making an impact at a fast-growing company. As Head of Partnerships, you will devise Partnerships GTM strategy, execution, and management of partners. You will drive incremental lead volume and revenue through partnerships. Your experience running a business unit will come into play with understanding unit economics, CAC/LTV, and ROI through partners. You will play a central role in decisions affecting Improvado’s overall go-to-market strategy as company accelerates through an unprecedented phase of growth and success at scale.
In this role, you will build and expand a strong partner/system integrator ecosystem, with a focus on growing our footprint.
You will also identify, recruit and educate the right partners so they can successfully sell and deliver the Improvado solution.
As the Head of Partnerships, you will play a key role in growing enterprise business by enabling and growing partners within space.
Your focus will be scaling for the future and you will closely align the Improvado Sales, Product, Marketing, and Partnership teams to drive a comprehensive program to augment the Enterprise GTM motion.
You Will:
- Build the Partnership Programs for Improvado
- Engage strategically with the Data and Marketing Analytics practice with Consulting companies and System Integrators
- Develop and run go-to-market for OEM
- Build and execute a strategy with key technology partners (Snowflake, AWS, GCP, Azure, etc.)
- Report the impact of the Partnership Organization in the form of “influenced revenue” and “direct revenue“
- Create the near term and long term strategies that set the foundation for success with Partners
- Enable Partners to deliver key outcomes to their customers using Improvado
- Scale the Partner technical and sales enablement program
- Build a co-marketing plan to deliver mutually beneficial value propositions to addressable enterprise markets
- Enable partners on the Improvado product and help partners get certified
- Keep current on product releases and new features, assist in training new hires and colleagues
- Document and deliver both product feedback and new requirements from partners to the Improvado product team
- Lead overall partnership strategy with the expected outcome of driving customer acquisition and revenue growth
- Evaluate and prioritize partnership opportunities, establishing KPIs that will determine the ultimate success of the partnerships
- Own end to end relationships with partners and maintain senior executive-level contacts
- Manage a portfolio of partners, including sourcing, negotiating, signing and launching deals
- Secure new and innovative integrations and co-marketing initiatives that drive revenue
- Deepen relationships with existing partners by looking at opportunities for joint programs
- Collaborate with internal teams (Sales, Marketing, Customer Success, Product) to drive more partner sourced revenue
Requirements:
- Existing network of partners in the application development and business process space
- Experience with recruiting new partners
- Demonstrated ability to build and manage partner relationships at all levels
- Proven track record of building profitable partnerships at previous software companies
- Experience in the Snowflake, AWS, or GCP Ecosystems
- Partner Marketing experience
- Exceptional track record of leveraging partners ecosystem that drove incremental revenue growth
- Demonstrated experience working with multiple stakeholders and cross-functional teams including senior executives and an understanding of enterprise decision-making
- A proven ability to exceed targets and generate pipeline and revenue leveraging partner relationships
- Strong analytical skills and strategic acumen
- Demonstrated hands-on execution abilities
- A passion to win and build
- Ability and passion for developing, establishing and closing strategic partnerships/accounts and working closely with sales teams in competitive environments
- You are calm under pressure. You love when the bar is set high and look forward to going above and beyond. You are not easily rattled
- You can work in a fast-paced environment. You’re able to keep up with a highly motivated team, a market that is growing extremely fast
- You are extremely organized. You are able to juggle lots of things at once while not letting anything drop
- Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization and for external use
Minimum Qualifications:
- 5+ years of leadership industry experience in Partnerships or Business Development in planning, closing, and executing partnership deals
- 3+ years of experience in Data, MarTech/AdTech or Marketing Analytics Space
- 2+ years experience at a high growth company
- Experience optimizing Partner Programs to drive revenue through partners
- Proven history of building and scaling high-performing teams
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