Location
USA - Remote
Canada - Remote
About the role
Kinaxis is seeking a Senior Director, Technology Partnerships to lead the strategy, development, and management of our technology partner ecosystem. This is a high-visibility leadership role responsible for identifying, negotiating, and scaling strategic relationships with hyperscalers, data providers, AI/ML platforms, and other complementary supply chain technology companies. You will work cross-functionally with Product, Engineering, Sales, Marketing, and Legal to build partnerships that drive incremental revenue, integrated solutions, expand market reach, and accelerate customer value.
This role is ideal for a strategic, relationship-driven leader with deep experience in enterprise software partnerships, technology alliances, or ecosystem development — ideally within supply chain, SCM, ERP, or related B2B SaaS domains.
What you will do
- Develop the Partner Strategy: Define and execute a comprehensive technology partnership strategy aligned with Kinaxis' product roadmap, go-to-market priorities, and long-term business objectives. Leading with cloud and data/AI providers.
- Develop the GTM and the Ecosystem: Identify, evaluate, and prioritize potential technology partners (cloud providers, AI/data platforms and other providers) to expand Kinaxis' GTM effectiveness, reach and enhance platform capabilities.
- Deal Structuring & Negotiation: Lead commercial and technical negotiations for new partnerships, including co-development agreements, integration partnerships, and joint go-to-market arrangements.
- Uplevel Relationship Management: Serve as the go-to-market point for key technology partners, cultivating trusted, long-term relationships at senior levels within partner organizations.
- Drive Cross-Functional Alignment: Partner closely with Product Management and Engineering to scope joint solutions, integrations, and roadmap alignment; collaborate with Sales and Marketing to build partner-driven pipeline and co-marketing programs as applicable.
- Own Program Governance: Establish partnership frameworks, KPIs, and governance structures to measure technology partner performance, ROI, and strategic impact.
- Market Intelligence: Monitor industry trends, emerging technologies (e.g., AI/ML, generative AI, cloud infrastructure), and competitive partnership landscapes to inform strategy.
- Initiate Executive Communication: Report on partnership strategy, pipeline, and outcomes to senior leadership and the executive team.
How Success Is Measured
- Partner Sourced Revenue Bookings or pipeline that can be directly attributed to a technology partner referral, joint solution or marketing event.
- Partner Influenced Activities Volume and quality of specific high-value partner engagement actions including executive-to-executive introductions, joint customer briefings, marketplace transactions (e.g., Azure/GCP Marketplace), etc.
What we are looking for
- 10+ years of experience in technology partnerships, business development, strategic alliances, or related roles within enterprise B2B SaaS, supply chain, or ERP software companies.
- Demonstrated success negotiating and managing complex, multi-stakeholder partnership agreements (technical, commercial, and legal dimensions).
- Strong understanding of enterprise software ecosystems, cloud platforms (AWS, Azure, GCP), and data/AI technology partnerships.
- Excellent executive presence, with experience engaging and influencing C-level stakeholders internally and at partner organizations.
- Strategic thinker with strong analytical and business acumen; able to translate partnership opportunities into measurable business outcomes.
- Commercially astute and analytically rigorous, able to connect partner capability and customer outcomes to growth and retention
- Exceptional communication, negotiation, and cross-functional collaboration skills.
- Bachelor's degree in Business, Technology, or related field; MBA preferred.
- Willingness to travel as needed (domestic/international).
Preferred Qualifications
- Experience in supply chain management, planning, or related enterprise software domains.
- Familiarity with AI/ML technology partnerships and emerging supply chain AI ecosystems.
- Built and scaled partnerships in the Microsoft and/or Google Cloud ecosystems
- Existing network of relationships with data, or enterprise software providers.
- Experience operating in a scale-up or high-growth SaaS environment.
#Director
Work With Impact: Our platform directly helps companies power the world’s supply chains. We see the results of what we do out in the world every day, when we see store shelves stocked, when medications are available for our loved ones, and so much more.
Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Lockheed Martin, Unilever, P&G, ExxonMobil, Cisco and more.
Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we’re committed to a long-term net-zero operations strategy. We are involved in our communities and support causes where we can make the most impact.
People matter at Kinaxis and here are some of the perks and benefits we offer, which may vary by location and employee:
- Flexible vacation and Kinaxis Days (company-wide days off)
- Flexible work options
- Physical and mental well-being programs
- Regularly scheduled virtual fitness classes
- Mentorship programs, training, and career development
- Recognition programs and referral rewards
- Hackathons
