Strategic Partnerships Lead (New York)
$160,000–$200,000 year
On-siteNew York City, New York, United States or New York, United States
Job Summary
Own the partner relationship end to end, from joint business plans and operating rhythms to executive briefings and position in partner programs. Build the co-sell engine from scratch by mapping accounts, working field organizations one seller at a time, and driving enablement through content, joint targeting, and co-marketing. Own commercial mechanics including marketplace transactability, listings, private offers, and deal-registration machinery while carrying a partner-sourced pipeline number with direct pipeline rigor. Serve as the internal voice of the partner, feeding roadmap feedback and integration priorities to ensure Edra is a strategic partner rather than a tool. Hunt through forty partner sellers to convert the six who care, holding rooms with partner executives to execute the case for collaboration.
Required Qualifications
- You can point to partner-sourced revenue in dollars, on named deals you personally brought into the funnel
- You've been the first or only partnerships hire somewhere small
- You've built the motion without partner ops, partner marketing, or other support functions resourced to your team
- You've carried a quota
- You know what it's like to own a number that doesn't move without your consistent effort
- You hunt
- You'll work through forty partner sellers to find the six who care
- You can name the ones you converted and what changed their behavior
- You know how partner-led revenue actually works
- You know marketplace transactability
- You know private offers
- You know deal registration
- You know procurement paths
- You know how a partner seller gets paid
- You can hold a room with partner executives on your own
- You can write the case for why a partner should work with us
- You can go execute it
- You use AI thoughtfully and intentionally in your own work
- You have a view on what it is doing to how enterprises buy
Desired Qualifications
- You've stood up a cloud marketplace listing from zero
- You know why that is harder than it sounds
- You deeply understand the AI technology landscape
- You know where Edra adds value
- You know how to position it in a way to customers within their current stack
- You've sold to customers with cloud committed spend to burn
- You've learned to position against it
- You've worked somewhere partner-led revenue was a reported line rather than an aspiration
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