Head of Partnerships

About the role

You'll own all of Prior Labs' partnerships, across both the SAP and non-SAP books of work. You'll start as an individual contributor, building the playbook before growing your own team. On SAP, the goal is to direct our limited engineering capacity toward the highest value-add projects. On non-SAP, it's to qualify inbound leads and generate outbound ones, building long term win-win partnerships.

What You'll Do

• Bring every partnership under one owner. Consolidate our existing partner relationships and processes into a single, well-run portfolio with clear ownership.
• Own the SAP relationship. Manage SAP stakeholders' technical requests and prioritize Prior Labs' limited engineering capacity toward the highest value work, and work through SAP's structures to shape high-value initiatives into win-win commercial outcomes.
• Develop non-SAP partnerships into new revenue channels. Generate, qualify, and prioritize leads with outsized upside for everyone involved.
• Open the technology and reseller ecosystem. Sign and run integration, co-marketing, and reseller partnerships across the ML and data stack (MLOps platforms, feature stores, data platforms, systems integrators).
• Create the playbooks, co-sell and deal-registration processes, and enablement materials that let partners sell Prior Labs with minimal hand-holding.

What We're Looking For

You have built a partnerships or alliances motion from scratch as an individual contributor, sourcing, structuring, and closing partner-driven deals before there was a team or a playbook. You have owned a strategic alliance with a large enterprise software vendor or global systems integrator and turned that single relationship into a repeatable, forecastable pipeline channel. You understand how a large vendor's partner organization works: co-sell incentives, joint business plans, marketplace mechanics, and what actually motivates a partner's sales force to carry your product. You can build a joint business plan, translate it into a time-bound pipeline plan, and report partner-sourced pipeline in a clear monthly cadence.

Nice to have

• Cloud marketplace and co-sell experience that produced real revenue.
• Integration or reseller partnerships across ML, data, or developer-infrastructure tooling.
• Experience selling or partnering into the data science and ML engineering buyer.
• Having operated through a company's acquisition by, or deep integration with, a large strategic acquirer.