Partnerships Lead – Product Partnerships
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Job Description
Experienced business development lead for product partnerships in technology and data areas. Responsible for strategic input in product development through partnerships in the United States.
Responsibilities:
- Define and own the business development strategy for product enablement.
- Work closely with Product Marketing and Engineering to build a deep understanding of the product roadmap and identify where third-party partnerships can unlock, accelerate, or improve planned products.
- Build a proactive pipeline of partner opportunities rather than waiting for inbound requests, and contribute to the broader platform partnerships strategy over time.
- Develop trusted relationships with product leads and maintain ongoing visibility into the roadmap so that partnership needs are anticipated well in advance of product timelines.
- Lead the end-to-end deal process for priority partnerships, from initial outreach and scoping through negotiation, term sheet, and contract execution.
- Develop and refine commercial frameworks across a range of deal types, from data licensing and API agreements to broader technology and service partnerships, structuring deals that reduce cost and vendor dependency over time while protecting strategic flexibility.
- Develop a clear point of view on build versus buy versus partner tradeoffs across the technology stack and bring well-reasoned recommendations to Product and Engineering leadership.
- Continuously evaluate the partner landscape and negotiate commercial structures that reflect the strategic value of each relationship.
- Work cross-functionally with Finance, Legal, Product, and Engineering to align on partner profiles, model costs and revenue opportunities, define success metrics, and develop contracting frameworks.
- Represent partnership opportunities clearly and compellingly to senior internal stakeholders and build the consensus required to move quickly on priority deals.
- Develop deep expertise in the data, technology, and service provider landscapes most relevant to the product roadmap, anticipating market shifts and emerging capabilities.
- Define the KPIs, reporting frameworks, and partner feedback loops needed to evaluate new partnerships and capture learnings that allow product partnerships to scale globally over time.
Requirements:
- 10+ years of experience in business development, strategic partnerships, or a related field, with a track record of independently owning and closing complex, multi-stakeholder deals
- Experience partnering closely with product and engineering organizations to identify and execute technology or data partnerships that directly enable product development
- Familiarity with data licensing, API agreements, and technology vendor negotiations, with comfort evaluating build versus buy versus partner tradeoffs
- Demonstrated ability to develop and execute partnership strategy proactively, not just manage inbound opportunities
- Strong commercial instincts and experience structuring deals across a range of partner types and commercial models
- Comfortable operating in ambiguous, fast-moving environments where product priorities can shift quickly, with the ability to maintain focus and momentum across a diverse portfolio
- Experience working cross-functionally with Product, Engineering, Finance, and Legal to align on strategy and move deals forward
- Exceptional communication and influence skills, with the ability to synthesize complex product and technical context into a compelling external narrative and bring senior stakeholders along internally
- Bachelor's degree or equivalent
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