Director of Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and implement Buzz Solutions' go-to-market partner strategy and its execution.

• Take ownership of partner-generated revenue, pipeline, forecasts, and closed Annual Recurring Revenue (ARR).

• Establish a repeatable partner strategy in the United States and initiate operations in Canada as the first international market.

• Identify partnership categories and priorities, assess and finalize partnerships, ensuring their technical viability.

• Empower partner sellers and delivery teams to independently sell, implement, and support PowerAI.

• Collaborate with direct and partner sellers from the qualification stage to closing deals.

• Define and uphold rules of engagement, deal registration processes, and margin structures.

• Transform the existing Esri integration into a formal, listed alliance for joint sales, and replicate this for IBM Maximo.

• Oversee hyperscaler marketplace transaction capabilities and co-selling initiatives.

• Create reference architectures and joint solution documentation.

• Develop partner sales narratives, objection management strategies, business cases, ROI tools, demo certifications, and technical training materials.

• Establish a tiered certification program and gradually enhance service offerings.

• Plan international expansion sequencing and lead market entry efforts driven by partners.

• Start as an individual contributor, with a projected path towards building a partner organization in the second year.

⛳️ Requirements

• Experience in creating a partner ecosystem from the ground up in an early-stage or scaling B2B software firm.

• Proven track record of achieving targets through partners, with responsibility for partner-sourced pipeline and closed revenue.

• Familiarity with selling into slow, regulated enterprises, particularly utilities, with relevant experience in adjacent regulated infrastructure being beneficial.

• Technical expertise in data flows among capture providers, platforms, GIS, and Enterprise Asset Management (EAM) systems; capable of identifying integration issues at the enterprise level.

• Personally developed sales and technical enablement resources, including partner pitch narratives, ROI models, demo certifications, and delivery curriculum.

• Negotiated commercial frameworks for referral, resale, white-label, and OEM partnerships, addressing margins, discounts, deal registration, data rights, and liability in collaboration with legal teams.

• Ability to work effectively as an individual contributor in a resource-limited and ambiguous setting.

• Must possess authorization to work in the United States; Buzz Solutions does not offer sponsorship for work authorization in the United States.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and growth.

• Flexible working hours and a supportive work environment.

• Comprehensive health benefits and wellness programs.