Strategic Partnerships Lead (UK/US)

About the role

The Strategic Partnerships Lead will complement the existing Sales team to further expand our network. You are responsible for the execution and management of our partners.

Responsibilities

• Proactive activities to acquire new partners that will assist in Tradeshift's go-to-market activities
• Develop and execute a regional plan for partners, based on the partner strategy of Tradeshift
• Explain the Tradeshift value proposition to existing Tradeshift partners and potential partners
• Management of partners, system integrators and consulting companies
• Define and execute business development activities with each partner based on defined plans and goals
• Build long-term relationships with partners
• Work with various types of organisations that can be partners of Tradeshift: advisory firms, system integrators, and BPO-type organisations
• Work closely with the sales team to deliver maximum potential through opportunities identified by partners and the wider advisory/SI ecosystem
• Define and orchestrate go-to-market activities with Tradeshift commercial teams, working closely with Tradeshift partners
• Act as Tradeshift trusted advisor to partners and provide guidance to Tradeshift commercial teams when working with partners
• Carry out monthly and quarterly account reviews, plus alliances quarterly business reviews within Tradeshift
• Sales and technical enablement plans developed and then executed in conjunction with colleagues
• Provide feedback to Tradeshift product and marketing teams through capturing market requirements and trends from discussions with partners
• This role is accompanied by a willingness to travel

Skills and Experience

• At least 5 years of experience in the implementation team of SI or a consulting firm or in the management of SI, VAR or other channel partners for a SaaS company
• Excellent written and oral communication skills
• Committed, able to work independently, and love the challenge
• Experience in dealing with partners at a leadership level, including C-suite executives
• Experience in building strategic relationships, increasing sales and aligning goals with partners, but also making things happen on a day-to-day basis
• Good understanding of the complexity of the partner management process, both externally in the partner organisation and also how partners should work with Tradeshift
• Ability to find solutions to problems and conflicts
• Good negotiating skills
• Knowledge of business software solutions
• Ability to take advantage of sales opportunities, understanding enterprise sales approach