Partner Director – Data Center & Energy Solutions

Responsibilities

• Support and drive growth across strategic partners within the energy, utility, digital infrastructure, and data center ecosystem, aligning partner activities with company growth objectives, target markets, and revenue goals.
• Identify and develop partnership opportunities that accelerate customer adoption, pipeline generation, and revenue growth across data center, utility, and energy infrastructure markets.
• Actively prospect and onboard high-value partners, pitching the joint value proposition to C-level stakeholders.
• Develop partner joint business plans and an end-to-end partner journey focused on measurable outcomes.
• Lead partner identification, recruitment, and onboarding, building a high-impact partner bench from the ground up.
• Create and execute a partner recruitment strategy, including value proposition, qualification criteria, and engagement model.
• Be the first point of contact for prospective partners and newly identified opportunities.
• Establish clear partner expectations, success criteria, and engagement frameworks.
• Serve as the primary relationship owner for key strategic partners, building trust and long-term value.
• Ensure partners deeply understand our solutions, positioning, and value propositions.
• Provide partners with the enablement, tools, training, and resources required to sell, implement, and support our offerings.
• Develop conflict management and rules-of-engagement frameworks, including executive escalation paths when needed.
• Own partner-sourced and partner-influenced pipeline and revenue, you will be responsible for forecasting, tracking, and delivering on channel sales goals.
• Drive top-of-funnel pipeline generation jointly with partners through co-selling, joint prospecting, and GTM plays.
• Integrate partners into active sales cycles early to shorten sales cycles and increase deal size.
• Collaborate closely with Sales to advise on partner selection, deal strategy, and execution.
• Design and execute joint GTM plays, including use-case and solution-based motions.
• Partner with Marketing to deliver co-marketing initiatives such as events, campaigns, content, and thought leadership.
• Ensure partner offerings and messaging align with our evolving GTM strategy and customer needs.
• As the internal partner champion, educate teams on how to successfully work with and leverage partners.
• Represent the company externally as a partner ecosystem leader at industry events and partner forums.
• Provide feedback to product and leadership based on partner and market insights.

Qualifications

• 8–12+ years of experience in partner management, partner sales, business development, or ecosystem roles, ideally within high-growth or startup environments.
• Proven track record of recruiting, enabling, and monetizing partners.
• Evidence of having built or significantly scaled a partner program from an early stage.
• Strong experience driving partner-led revenue, including sourcing, co-selling, and owning the deal cycle.
• Comfortable operating across strategy and execution, with a bias toward action and high level of ownership.
• Strong executive communication skills and ability to influence internally and externally.
• Adept at managing complex, multi-stakeholder projects across Sales, Marketing, and Product teams, and with partner teams.
• Thrives in ambiguity and is comfortable building the plane while flying it.
• You don't need a pre-existing playbook; you want to write it.
• You have a "sales-first" mindset. You understand that a partnership is only as good as the revenue it generates.
• Proficiency in CRM tools and the ability to use data to justify investments.