Director of Partnerships

About the role

Own the partner go-to-market strategy and the revenue it produces, building a repeatable channel motion in the United States, opening Canada, and scoping later markets. The role blends commercial negotiation, technical integration design, and partner enablement.

What you will do

• Carry a partner sourced and influenced revenue target and forecast, working deals with direct and partner sellers from qualification to clos
• Set and enforce rules of engagement, deal registration, and margin structure so the channel does not clash with direct sales
• Turn existing integrations into formal, jointly sold alliances and prioritise further ones against real pipeline
• Own the hyperscaler track, including marketplace transactability and co-sell
• Build reference architectures and joint solution briefs so partner pre-sales teams can position the product alone
• Create enablement layers such as sales narratives, ROI tooling, demo certification, and technical training for partner teams

What they look for

• Comfortable moving between commercial negotiation, integration architecture discussions, and certification workshops
• Able to discuss API orchestration, data flow, GIS conflation, and enterprise scale integration limits
• Experienced in building partner motions and owning partner revenue numbers
• Skilled at enabling partner sellers and delivery teams to operate independently
• Able to decide when to involve product and engineering specialists