Head of Partnerships

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop and implement Roboflow's partnership strategy focusing on distribution, customer acquisition, deployment, product adoption, and expansion.

• Foster relationships with consulting firms, systems integrators, and implementation partners.

• Cultivate strategic hardware partnerships encompassing cameras, edge computing, sensors, and related infrastructure.

• Establish software and technology partnerships that include integrations, co-selling, co-marketing, and strategic alliances.

• Manage partnerships from the initial sourcing and business case development through to executive relationship building, negotiation, launch, and achieving measurable outcomes.

• Generate partner-sourced and partner-influenced sales pipelines in collaboration with the Sales team.

• Create joint go-to-market strategies that incorporate co-selling, referrals, marketplaces, integrations, and co-marketing initiatives.

• Empower partners to effectively sell and deploy Roboflow by collaborating with Sales, Marketing, Product, Solutions Architects, and Delivery teams.

• Establish operational processes for Partnerships that prioritize, measure performance, manage pipelines, allocate resources, and guide investment decisions.

• Design and implement partner onboarding and enablement programs.

• Provide partner insights to Product, Engineering, Marketing, and Go-To-Market teams.

• Define a clear partnership strategy and a focused portfolio of high-value consulting, hardware, and software relationships within the first year.

⛳️ Requirements

• Proven experience in building and managing strategic partnerships within a high-growth technology environment.

• Significant expertise in consulting/SI partnerships, hardware partnerships, and software/technology partnerships.

• Experience in developing partnerships within consulting/SI, hardware, and software/technology ecosystems.

• Ability to operate as a senior individual contributor, sourcing partners, making introductions, building business cases, negotiating agreements, and driving collaborative opportunities.

• Strong commercial acumen linking partnership activities directly to revenue generation and customer outcomes.

• Proficient in navigating relationships from individual contributors to senior executives.

• Capable of transitioning seamlessly between strategic planning and execution.

• Highly cross-functional; skilled in mobilizing Sales, Product, Engineering, Marketing, and Delivery teams.

• Excellent judgment in uncertain situations and an ability to prioritize effectively.

• Particularly valued: experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or similar technical platforms.

• Particularly valued: partnerships involving technology applied in the physical world.

• Particularly valued: experience with global consulting firms or systems integrators.

• Particularly valued: an existing network of partners.

• Particularly valued: hardware relationships involving cameras, edge devices, computing resources, sensors, or related infrastructure.

• Particularly valued: revenue generated through partner-sourced or partner-influenced opportunities.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Flexible work hours and remote work options.

• Opportunities for professional development and career advancement.

• Collaborative and inclusive company culture.