Director of Partnerships
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Job Description
Director of Partnerships leading strategic alliances for Omatic's nonprofit data integration platform. Managing partner growth, negotiations, reporting, and a team of Partner Managers.
Responsibilities:
- Lead Omatic's Partnerships & Strategic Alliances function
- Own the full partnerships portfolio, including White Label and Referral partnerships across Systems of Record, Application Connector, and Solution Provider categories
- Own the team's annual partner bookings goal and annual/quarterly targets
- Manage and develop a team of Partner Managers
- Set the strategic direction and tiering framework for the partner ecosystem
- Personally manage high-value Strategic Partner relationships
- Lead complex negotiations, contract renewals, fee and pricing structures, and new strategic agreements
- Serve as senior escalation owner for cross-functional partner issues
- Build and present partner performance reporting to executive leadership and the Board
- Own resource and headcount planning for the Partnerships function
- Build and run 1:1s, pipeline reviews, and career development planning
- Collaborate with Sales, Marketing, Product, and Customer Experience leadership to embed partnerships into Omatic's go-to-market strategy
- Report directly to the Chief Sales Officer on partner pipeline, bookings, and strategic initiatives
- Identify, evaluate, and prioritize new strategic partnership opportunities
- Build business cases and lead negotiation of term sheets and agreements
- Monitor market, competitive, and nonprofit technology landscape trends
Requirements:
- 7+ years of experience in partnerships, business development, alliances, or channel/strategic sales, preferably within a SaaS environment
- 2+ years of experience directly managing, coaching, and developing a team
- Demonstrated track record negotiating and closing complex, high-value partner agreements
- Experience building or scaling a partner program or partner tiering strategy
- Strong executive presence with the ability to present partner performance and strategy to senior leadership and the Board
- Strategic and structured thinker comfortable operating hands-on and close to the details when needed
- Strong written and verbal communication skills
- Ability to tailor a value proposition to a range of partner and executive audiences
- Foundational understanding of the integration landscape, including ETL, application integration, and workflow automation preferred
- Nonprofit technology experience a plus
- Experience with Salesforce required
- Bachelor's degree or equivalent experience
Benefits:
- Remote work arrangement
- Full-time employment
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