Strategic Partnerships Lead

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

📋 Description

• Take ownership of the entire wholesale partner acquisition process, from identifying and qualifying potential partners to negotiating and finalizing agreements capable of supporting 500+ seats.

• Secure multi-location enterprise victories across franchise networks, restaurant groups, property management, assisted living, and similar sectors, managing intricate, multi-stakeholder transactions from initial contact to signed contracts.

• Develop, refine, and document the sales process tailored for the acquisition of wholesale and large multi-location prospects, establishing a repeatable approach that can scale beyond this position.

• Create and implement a structured outbound strategy that includes cold outreach, email campaigns, social media engagement, events, and referrals, demonstrating the discipline to prioritize effectively and the creativity to stand out in competitive environments.

• Conduct high-stakes consultative discovery and solution conversations at the executive level, establishing credibility with senior decision-makers in IT, Operations, and Finance at complex organizations.

• Collaborate with Marketing to shape and influence outbound campaign strategies, providing field insights on messaging, targeting, and content that elicits responses from wholesale and multi-location prospects.

• Ensure cross-functional alignment with Sales Leadership and Product regarding deal strategies, enablement materials, and onboarding plans for wholesale partners and large prospects, acting as the subject matter expert for this segment.

• Utilize AI tools throughout the sales process, including account research, target list development, personalized outreach, meeting preparation, and deal intelligence, to enhance pipeline creation and improve deal quality.

• Keep accurate opportunity tracking, maintain pipeline hygiene, and provide reliable forecasts in Salesforce.

• Represent FluentStream at industry events, franchise expos, and partner conferences.

• Transform field insights into actionable recommendations for Product, Marketing, and Channel teams, actively participating in the advancement of our wholesale and multi-location go-to-market strategy.

⛳️ Requirements

• Over 7 years of experience in business development, channel sales, enterprise sales, or strategic account acquisition, consistently achieving or exceeding revenue goals.

• Extensive experience in selling UCaaS, telecom, SaaS, or related technology solutions, with the capability to engage effectively with both technical and business stakeholders.

• Proven success in recruiting, negotiating, and activating wholesale, white-label, or strategic partners, with a clear understanding of the factors that contribute to long-term partnership success.

• Demonstrated ability to win and expand business within multi-location organizations, such as franchise networks, restaurant groups, property management companies, assisted living facilities, retail chains, or similar structures.

• Significant experience managing complex, long-cycle sales opportunities, with the ability to build a high-quality pipeline and the persistence to drive large, multi-stakeholder deals to completion.

• Experience in creating and executing outbound sales strategies focused on acquisition, including target account selection, prioritization, prospecting, and multi-channel outreach.

• Strong executive presence and consultative selling skills, with a proven ability to quickly establish credibility and build trust with senior decision-makers across Operations, IT, Finance, and executive leadership teams.

• A builder's mindset with the capability to work independently in a high-growth environment, shape strategy, create repeatable processes, and execute with minimal supervision.

• Exceptional organizational, project management, and prioritization abilities, recognized for being resourceful, detail-oriented, and adept at managing multiple initiatives simultaneously.

• Collaborative and influential in cross-functional settings, with the ability to align stakeholders, provide strategic insights, and drive results without direct authority.

• Practical experience in leveraging AI-powered tools for prospecting, account research, personalization, sales intelligence, content creation, and workflow automation, with a clear understanding of how AI can enhance pipeline generation and sales productivity.

• Proficient in Salesforce CRM and modern sales engagement platforms like Apollo or similar tools.

• Willingness to travel up to 25% for prospect meetings, partner interactions, and industry events.

• A bachelor's degree or equivalent professional experience is preferred.

🏝️ Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents.

• Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability).

• FSA Healthcare & Dependent Care.

• Commuter Benefits.

• Voluntary Accident, Critical Illness, Hospital Indemnity, and Legal coverage.

• 401(k) plan, including employer matching, and Roth options.

• Employee Stock Purchase Plan (ESPP).

• Paid Time Off, Sick Time, in addition to observed corporate holidays.

• Employee Assistance Program.

• Life Balance benefits that include Travel Assistance Services and Identity Theft protection.

• Additional perks such as a Discount Program, Credit Union access, Medicare Assistance, among others.