VP Business Development & Partnerships

Growth & Partnership Strategy

Define partnership strategy by segment (enterprise, channel, technology, strategic alliances).

Prioritize target partners based on market size, distribution leverage, and strategic fit.

Design annual and quarterly partnership plans with measurable outcomes.

Pipeline & Deal Execution

Build a high-quality pipeline of strategic deals.

Lead complex negotiations (commercial terms, service levels, exclusivity, pricing, co-marketing).

Close high-value multi-stakeholder deals with clear economics and implementation plans.

Partnership Commercial Model

Develop partnership business cases and financial models (revenue share, margin, CAC payback, ramp timing).

Ensure each deal has a clear profitability path and manageable delivery risk.

Work with Finance/Legal to maintain healthy contract structures and compliance.

Enterprise Relationship Management

Build C-level relationships across current and prospective strategic accounts.

Run executive business reviews (QBRs/MBRs) with key partners.

Identify upsell, cross-sell, and expansion opportunities.

Internal Cross-Functional Leadership

Align Product, Operations, Customer Success, and Engineering for successful partner onboarding and rollout.

Translate market feedback into product roadmap priorities.

Define clear handoff between BD, Sales, and Account Management.

Operating Cadence & Team Building

Implement partnership CRM governance, forecasting, and weekly pipeline reviews.

Hire, coach, and develop BD/Partnership managers as needed.

Build standardized materials: partner pitch, solution deck, ROI calculator, due-diligence checklist.

KPIs / Success Metrics

Partnership-sourced ARR / revenue

Number of strategic partnerships signed (by tier)

Time-to-close and deal conversion rate

Gross margin of partnership deals

Revenue concentration reduction (e.g., top customer share)

Expansion revenue from partners/accounts

Forecast accuracy and pipeline coverage ratio

Minimum Qualifications

10+ years in B2B enterprise sales, partnerships, or business development

Proven track record closing complex strategic deals

Strong commercial and financial modeling skills

Excellent executive communication and negotiation ability

Experience leading cross-functional initiatives from 0→1 and scaling

Familiarity with regulated or enterprise procurement-heavy environments is a plus

Preferred

Experience in SaaS / field operations / logistics / telematics / enterprise digital transformation

Existing network in target industries

Experience with multi-entity or cross-border commercial structures

#J-18808-Ljbffr