About the RoleLitmus is seeking an experienced Head of Technology Partnerships to lead our strategic alliances with key Independent Software Vendors (ISVs) such as Tulip and Twin Thread; hardware providers such as Dell and HPE; and industry partners such as Emerson and Belden. This role is pivotal in fostering collaborative relationships that accelerate joint pipeline development, Annual Recurring Revenue (ARR) growth, and customer acquisition. Reporting to the VP of Partners, you will drive ecosystem expansion in the IIoT and industrial automation sectors. This is a remote-friendly position with potential travel to partner sites and company offices.
Roles and Responsibilities- Develop and execute a comprehensive technology partnership strategy aligned with Litmus's business objectives, focusing on ISVs, hardware vendors, and strategic industry allies.
- Identify, evaluate, and onboard new partners to expand Litmus's ecosystem, ensuring alignment with our Edge Data Platform and Industrial AI offerings.
- Build and maintain strong relationships with existing partners, facilitating joint go-to-market initiatives, co-innovation, and integrated solutions.
- Collaborate with internal teams (sales, product, marketing) to create joint value propositions, co-marketing campaigns, and sales enablement programs.
- Negotiate partnership agreements, including terms for revenue sharing, technology integrations, and mutual commitments.
- Drive joint pipeline generation through partner-led opportunities, co-selling, and referrals
- Monitor partnership performance, providing regular reports and insights to senior leadership.
- Represent Litmus at industry events, conferences, and partner meetings to enhance visibility and thought leadership.
Key Metrics- Pipeline, ARR, partner satisfaction
Qualifications- 7+ years of experience in technology partnerships, business development, or alliance management, preferably in IIoT, industrial automation, software, or hardware sectors.
- Proven track record of building and scaling partnerships with ISVs, hardware vendors, and other strategic partners
- Strong understanding of Industrial AI, edge computing, and data platforms; familiarity with Litmus's technology stack is a plus.
- Excellent negotiation, communication, and relationship-building skills, with the ability to influence at executive levels.
- Experience driving revenue through ecosystems, including joint sales and marketing initiatives.
- Bachelor's degree in Business, Engineering, Computer Science, or a related field; MBA preferred.
- Ability to travel up to 20% for partner meetings and events.
- Self-starter with a strategic mindset, capable of thriving in a fast-paced, innovative environment.
