Director of Partnerships

As Director of Partnerships, you will play a pivotal role in developing and executing Ironmark’s partnership strategy. You will identify and engage potential partners, negotiate collaboration terms, and manage ongoing relationships to drive business opportunities and shared success. Your ability to build strong relationships, think strategically, and align partnerships with Ironmark’s goals will be instrumental in our continued growth.

Essential Job Functions and Responsibilities

Partnership Strategy:

• Develop and execute a comprehensive partnership strategy that aligns with the Ironmark’s business objectives and growth targets. This may include proactively leading partnership planning processes, developing mutual performance objectives, financial targets, GTM positioning and marketing plus critical milestones associated with productive partner relationships. You will also determine, negotiate, and manage contracting processes, commercial terms, mutually beneficial value exchange and future roadmap implications.
• Identify key categories for partnerships and new partner opportunities in line with market trends and Ironmark’s strategy and product/service offerings.

Partner Engagement and Relationship Management:

• Work collaboratively with Marketing, Sales and Strategy to drive revenue from partnerships.
• Working with CRO, you will identify, develop, organize, and manage alliance opportunities throughout the partner lifecycle. Inspect sales process quality and prioritize opportunities based on growth potential.
• Develop an in-depth understanding of each partner’s market and develop partner specific value propositions aligned with Ironmark’s GTM strategy and positioning. This will include competitive analysis and understanding of customers’ needs and market conditions.
• Deliver sales presentations in person and via phone/web meeting.
• Own a potentially complex sales process and balance for direct client relationships, concurrent sales cycles and the impact on other clients.
• Create and lead the delivery of proposals and contracts.
• Drive new revenue either directly or via the partners’/Ironmark’s sales teams.
• Build and maintain strong relationships with current and potential partners, acting as the main point of contact.
• Foster open communication, collaboration, and trust to drive successful partnerships.
• Identify which partners need additional resources based on workload or volume of services required.

Cross-functional Collaboration:

• Collaborate with sales, marketing, and other relevant teams to align partnership efforts with overall business strategies. Work collaboratively with appropriate teams to develop sales enablement materials including sell sheets, training materials, pitch slides and host training sessions.
• Coordinate cross-functional efforts to ensure seamless execution of partnership activities, partner performance objectives and partner expectations as determined by contract or business decision.
• Manage potential channel conflict with other sales channels through strict adherence to channel rules of engagement.

Performance Tracking and Reporting:

• Work with Sales Ops, monitor and evaluate the performance of partnerships against defined goals and key performance indicators (KPIs).
• Provide regular reports and updates to the executive leadership team on partnership progress.

Industry Networking:

• Attend relevant industry events, conferences, and networking opportunities to identify potential partners and stay updated on industry trends.

Knowledge, Skills, and Abilities

• Exceptional interpersonal and communication skills include integrity, professional etiquette, and relationship management skills.
• High-energy personality with excellent written, verbal, and presentation skills and ability to influence others internally and externally.
• Strong leadership skills and ability to work both autonomously and as a team player.
• Strategic thinker with the ability to identify growth opportunities and align partnerships with business objectives.
• Entrepreneurial spirit with a passion for innovation and building mutually beneficial relationships.
• Analytical mindset with the ability to assess partnership performance and provide data-driven insights.
• Strong organizational and project management skills.
• Problem solving disposition, curious by nature, with a constant desire to improve and achieve.
• Ability to scope business requirements and document/communicate requirements.
• Solid understanding of sales cycles and pipeline management.
• Proven ability to manage multiple priorities and meet deadlines for fast execution.
• Strong attention to detail and vigorous follow-up capabilities.
• Must be able and willing to travel for partner meetings, conferences, and industry events, up to 30% of the time.

Education and Experience

• Minimum Educational Requirement. Bachelor’s degree in business, marketing, or a related field; Master’s degree is a plus.
• Minimum Experience: Proven experience in partnership management, business development, or related roles.
• Experience managing partnership programs including co-sell, resell and referral relationships.
• Track record of achieving and/or exceeding strategic partnership/partner relations objectives.
• Business development experience with a strong hunter/prospecting mentality.
• Knowledge of Microsoft Office applications and CRM (salesforce.com/HubSpot) required.
• Experience with tools including Gong and LinkedIn Sales Navigator strongly preferred.

Ironmark provides equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, genetic information, or any other protected characteristic under applicable law.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.