Director of Strategic Alliances

Overview

As a Director of Strategic Alliances, you will play a crucial role in building and managing relationships with system integrator partners. Your primary responsibility will be to identify, engage, and nurture partnerships that align with our business objectives and help accelerate our growth in the market. You will work closely with cross-functional teams, including sales, customer success, marketing, and product, to ensure successful collaboration and maximize the value delivered by our partnerships.

Responsibilities:

• Partner Strategy: Develop and execute a comprehensive partner strategy focused on system integrator partners. Identify key partners and establish productive relationships to drive revenue growth and market penetration.
• Partner Recruitment: Identify and onboard strategic system integrator partners that align with our mission and can enhance our carbon accounting solutions. Evaluate potential partners based on their expertise, market presence, and ability to deliver value-added services.
• Relationship Management: Build and maintain strong relationships with partners, serving as the primary point of contact. Collaborate closely with partners to understand their needs, align goals, and drive joint business opportunities.
• Enablement and Training: Coordinate with internal teams to develop partner training programs, sales collateral, and enablement resources. Ensure partners have the necessary knowledge and tools to effectively sell and implement our products.
• Joint Marketing and Sales Initiatives: Collaborate with marketing and sales teams to develop joint marketing campaigns, co-selling initiatives, and lead generation programs with partners. Track and measure partner performance, providing regular reports and insights.
• Partner Performance: Monitor partner performance against agreed-upon metrics and objectives. Identify areas for improvement and implement strategies to optimize partner performance and drive revenue growth.
• Market Intelligence: Stay up-to-date with industry trends, competitive landscape, and partner ecosystem developments. Leverage market insights to identify new partnership opportunities and enhance existing relationships.
• Business Operations: Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments

Requirements:

• 10 + years of experience, with 5 years of experience in business development roles, preferably within the SaaS industry. Experience working for or with large system integrators is highly desirable.
• Climate Tech Knowledge: strong understanding of the climate tech industry, carbon accounting, and sustainability initiatives. Familiarity with environmental regulations and industry standards is a plus.
• Solutions Development: experience in developing business solutions leveraging multiple technologies or capabilities to solve market needs.
• Go-To-Market Strategy: experience defining GTM strategies, including ideal customer profiles, channels development, and account plans.
• Collaboration: demonstrated ability to collaborate effectively with cross-functional teams, including sales, marketing, and product, to drive joint initiatives and achieve shared goals.
• Results-Driven: goal-oriented mindset with a focus on driving revenue growth and measurable outcomes through partnerships. Strong project management skills with the ability to prioritize and manage multiple initiatives simultaneously.
• Adaptability: we’re an early stage, high-growth startup. Candidates need to be comfortable with ambiguity and capable of adapting quickly to evolving business needs.