Job Summary As Head of Partnerships, you will play a pivotal role in developing and executing Ironmark's partnership strategy. You will identify and engage potential partners, negotiate collaboration terms, and manage ongoing relationships to drive partner sourced, partner influenced revenue and shared success. Your ability to build strong relationships, think strategically, and align partnerships with Ironmark's goals will be instrumental in our continued growth.
Essential Job Functions and Responsibilities Partnership Strategy & Development- Develop and execute Ironmark's partnership strategy in alignment with growth objectives.
- Identify, recruit, and onboard affinity, channel, strategic, referral, and technology partners.
- Structure and negotiate partnership agreements, joint business plans, and go-to-market initiatives.
- Evaluate emerging market opportunities, technology ecosystems, and alliance opportunities that expand Ironmark's reach and capabilities.
Revenue Growth & Pipeline Management- Own partner-sourced and partner-influenced revenue targets.
- Build and manage a partner pipeline, driving recruitment, activation, expansion, and retention.
- Lead account mapping, joint selling, pipeline reviews, and opportunity management with partner sales teams.
- Drive revenue through partner-led, co-sell, and direct sales motions.
Partner Relationship Management- Serve as the executive point of contact for key partner relationships.
- Develop partner-specific value propositions, enablement plans, and growth strategies.
- Foster strong collaboration, trust, and alignment between Ironmark and partner organizations.
- Manage partner performance and resource requirements to ensure mutual success.
Cross-Functional Leadership- Partner with Sales, Marketing, Strategy, and Operations to execute joint go-to-market initiatives.
- Develop partner enablement materials, training programs, and sales tools when applicable.
- Manage channel conflict and ensure adherence to partner engagement rules and processes.
Performance & Market Engagement- Track and report on partner performance, revenue contribution, pipeline growth, and strategic objectives.
- Present partnership progress and recommendations to executive leadership.
- Represent Ironmark at industry events, conferences, and partner meetings.
Key KPIs- Partner-sourced revenue
- Partner-influenced revenue
- Active strategic and reseller partners
- Partner pipeline value
- Partner-generated opportunities
- Partner retention and growth
- Partner onboarding and activation
Knowledge, Skills, and Abilities - Exceptional interpersonal and communication skills include integrity, professional etiquette, and relationship management skills.
- High-energy personality with excellent written, verbal, and presentation skills and ability to influence others internally and externally.
- Strong leadership skills and ability to work both autonomously and as a team player.
- Strategic thinker with the ability to identify growth opportunities and align partnerships with business objectives.
- Entrepreneurial spirit with a passion for innovation and building mutually beneficial relationships.
- Analytical mindset with the ability to assess partnership performance and provide data-driven insights.
- Strong organizational and project management skills.
- Problem solving disposition, curious by nature, with a constant desire to improve and achieve.
- Ability to scope business requirements and document/communicate requirements.
- Solid understanding of sales cycles and pipeline management.
- Proven ability to manage multiple priorities and meet deadlines for fast execution.
- Strong attention to detail and vigorous follow-up capabilities.
- Must be able and willing to travel for partner meetings, conferences, and industry events, up to 30% of the time.
Education and Experience - Minimum Educational Requirement. Bachelor's degree in business, marketing, or a related field;
- Minimum Experience: Proven experience in partnership management, business development, or related roles.
- Experience managing partnership programs including affinity, co-sell, resell and referral relationships.
- Track record of achieving and/or exceeding strategic partnership/partner relations objectives.
- Business development experience with a strong hunter/prospecting mentality.
- Knowledge of Microsoft Office applications and CRM (salesforce.com/HubSpot) required.
- Experience with tools including Gong and LinkedIn Sales Navigator strongly preferred.
Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
