The OpportunityFedEx Dataworks is creating a new market category in supply chain intelligence, turning FedEx's physical commerce data into AI-powered intelligence and orchestration products. This is not a traditional sales leadership role; it is a ground floor opportunity to shape how a new business finds, wins, and grows its customers and partners.
You will lead and scale our Strategic Partnerships and Business Development organization, owning revenue growth, customer acquisition strategy, and commercial forecasting while building the team, playbooks, and operating model that transform innovation partnerships into scalable business outcomes.
What You'll Do- Lead, coach, and scale a high-performing Strategic Partnerships and Business Development team, fostering a culture of accountability, growth, and continuous improvement.
- Define and execute customer acquisition and partnership strategies across the product lifecycle, from design partners and proof-of-value engagements to scalable sales, channel, and ecosystem motions.
- Develop and manage a strategic partner ecosystem-including technology, channel, industry, and innovation partners-to accelerate market adoption, product innovation, and revenue growth.
- Own business development activities end-to-end, including opportunity sourcing, deal structuring, negotiation, and execution of complex commercial agreements in partnership with Legal and Finance.
- Serve as the cross-functional leader aligning Product, Engineering, Marketing, Sales, Finance, and Legal around partnership strategy, commercial execution, and growth priorities.
- Establish the operating model for the function, including performance metrics, operating rhythms, capacity planning, forecasting processes, talent development, and organizational scalability.
- Own revenue targets, pipeline performance, customer acquisition outcomes, and commercial forecasts for FedEx Dataworks, providing executive leadership with visibility into growth opportunities, risks, and business performance.
Who You Are - A builder of people and functions: you have led and coached commercial teams and stood up or scaled a function, not just run an existing one
- An expert negotiator with a strong finance and strategy foundation: you model deal economics, structure agreements, interpret legal terms, and defend recommendations to executives
- A master relationship builder, comfortable engaging executive stakeholders and navigating complex enterprise organizations
- Energized by ambiguity: you create the playbook where one doesn't exist, pairing strategic thinking with relentless execution
- Experienced with data, analytics, or AI platform products; supply chain or logistics domain is a significant plus
Preferred Qualifications - Experience in a partner development, strategic alliances, or business development organization within a hyperscaler, enterprise platform, data, AI, or supply chain technology company (e.g., Google, Microsoft, AWS, SAP, Palantir, Snowflake, Databricks, Blue Yonder, or similar).
- Experience in corporate development, strategy, investment analysis, or complex commercial deal structuring alongside a GTM or revenue-focused role.
- Experience taking products from validation to scale, including design partner, lighthouse customer, and early-adopter programs.
- Experience building or scaling commercial, partnership, or GTM organizations during periods of rapid growth.
Minimum Education Bachelor's degree/equivalent in Business, Finance, or related field.
Minimum Experience 8+ years of experience in strategic partnerships, enterprise business development, or enterprise sales within the technology, SaaS, or data analytics space, with 3+ years leading and developing teams.
Domicile Information This position is eligible for remote work and may be located anywhere within the United States excluding AK, HI and U.S. territories, however if you live within the 50 miles radius of a campus you will be required to work at a FedEx campus location several times per week.
Business Summary:
Takes ownership of the set strategic vision for Dataworks growth and drives that strategy across enablement and business growth. Provides leadership to a high performing sales team while building the right partnerships within the current ecosystem. Accountable for Revenue generation, Co-Selling, Customer Acquisition, Consumption and Usage contribution to Dataworks and the overall Partner satisfaction and success.
Bachelor's Degree/equivalent in Business Operations, Marketing, Economics, Business, finance, marketing or other directly related discipline with five to eight (5-8) years directly related experience in in technology-enabled consulting, product management, product marketing, business development, planning, research or equivalent, e-commerce and online marketplaces. Knowledge of customer service in an operational environment. Knowledge of competitive, market and economic factors affecting product performance and ability to perform fact-based data analysis. Demonstrated computer skills. Prior management experience is a must. Strong basic management, human relations, communication, and analytical skills. More advanced degrees may offset experience requirements. Excellent business acumen, organizational awareness, human relations, and communication skills required.
Preferred Qualifications: Pay Transparency: Pay: USA: $5,943/month - $17,369/month, AR, AZ, FL, IA, IN, KS, KY, LA, MO, MS, NE, OH, OK, SC, TN, UT: $5,943/month - $13,895/month, HI, MD, MN, NV, OR, RI: $6,240/month - $14,590/month, AK: $6,538/month - $15,285/month, DC: $7,132/month - $16,675/month, AL,
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