Partnerships Manager
Description:
eShipz is a rapidly growing logistics automation platform designed to streamline shipping operations and enhance post-purchase experiences for businesses.
It offers solutions such as multi-carrier integrations, automated shipping labels, real-time tracking, NDR (Non-Delivery Report) management, returns processing, and freight audits.
Reliably supporting over 350 companies from eCommerce brands to enterprises, eShipz provides easy-to-use analytics, reporting tools, and exceptional customer support to simplify logistics challenges.
Explore innovative shipping solutions at www.eshipz.com.
Role Summary:
The Partnerships Manager, Go-To-Market & Alliances will be the driving force behind strategic collaborations, responsible for initiating, structuring, and managing relationships that drive revenue growth and expand market reach.
This role requires a unique blend of business development acumen, sales support, and collaborative marketing strategy, translating partner capabilities into tangible commercial success.
Key Responsibilities:
Partnership Strategy & Management (Core):
- Identify and Recruit: Research, qualify, and recruit new strategic partners (e.g., technology providers, resellers, system integrators, agencies) that align with our product roadmap and market objectives.
- Relationship Nurturing: Serve as the primary point of contact for a portfolio of partners, building deep, mutually beneficial relationships at all organizational levels.
- Deal Structuring: Negotiate and finalize partnership agreements, including terms for referrals, co-selling, and revenue share models.
- Onboarding & Enablement: Develop and execute partner onboarding plans, including technical training, sales enablement, and product knowledge transfer.
Sales & Revenue Generation (Sales Exposure):
- Co-Selling & Pipeline: Drive joint sales initiatives, managing a shared opportunity pipeline with partners and actively participating in co-selling and joint pitch meetings to close deals.
- Sales Readiness: Equip our internal Sales team with clear value propositions, training materials, and competitive differentiation for each partner's offerings.
- Performance Tracking: Define, track, and report on key partnership performance metrics, including MQLs (Marketing Qualified Leads), sales-sourced revenue, and deal velocity.
- Incentive Programs: Design and implement effective incentive and commission programs for partners to maximize revenue contribution.
III. Marketing & Go-To-Market Execution (Marketing Exposure):
- Joint Marketing Campaigns: Collaborate with the Marketing team to design and execute joint Go-to-Market strategies, including webinars, case studies, co-branded content, and PR announcements.
- Content Development: Lead the creation of partner-facing collateral (e.g., solution briefs, battle cards, joint presentations) and market-facing materials highlighting the joint value proposition.
- Event Management: Coordinate partner participation in industry events, trade shows, and customer conferences to maximize visibility and lead generation.
- Product Positioning: Work with Product teams to articulate how partner integrations enhance our core product, developing clear messaging for internal and external audiences.
Core Competencies:
- Business Development: Proven ability to source, negotiate, and close complex partnership deals.
- Commercial Acumen: Strong understanding of sales cycles, revenue forecasting, and ROI analysis.
- Cross-Functional Collaboration: Exceptional ability to influence and align internal teams (Sales, Marketing, Product, Legal) and external partner organizations.
- Communication & Presentation: Excellent verbal and written communication skills with the ability to present technical and business concepts effectively to diverse audiences.
- Strategic Planning: Ability to create and execute a structured, measurable partnership plan that contributes directly to corporate goals.
Qualifications:
- Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
- 3-5 years of experience in Partnerships, Business Development, Alliances, or Strategic Sales, preferably within the [Relevant Industry, e.g., SaaS, FinTech, Healthcare IT] space.
- Demonstrated success in driving revenue through partner channels.
- Proficiency with CRM software (e.g., Salesforce) for pipeline management and reporting.
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