Strategic Partnership Leader

The Role

ZenBusiness is a leading organization dedicated to helping entrepreneurs. We are seeking an experienced and visionary Strategic Partnerships Leader to build and grow our Enterprise Partnership unit. The ideal candidate will be an execution-focused leader with a deep understanding of and network in the US small business ecosystem.

This position will report to the Chief Product Officer (CPO) and is a remote role, with expected travel to partner offices and conferences.

Responsibilities

The Strategic Partnerships Leader will be responsible for building and growing our Enterprise Partnership unit. This includes developing and executing partnership strategies, identifying and securing high-value, long-term contracts with large organizations, building and maintaining relationships with senior executives at partner organizations, and optimizing the partnership process. Additionally, the leader will collaborate across departments to align on opportunities, analyze market trends to refine strategies, lead complex partnership negotiations, and provide accurate forecasts for partner-driven revenue and pipeline contributions

This Is an IC role with the potential to grow the team as the partnerships grow.

Must have a deep understanding of the complexities of long sales cycles, stakeholder management, working with embedded/API products, and the ability to navigate large organizations to secure deals. Their role is pivotal in securing high-value, long-term contracts that significantly impact the company's bottom line. 

Qualifications

• 15 years of experience in business development or enterprise sales in the small business ecosystem, with a proven track record of building and managing a prospect pipeline, negotiating agreements, collaborating with the product team, and scaling partnerships.
• A Bachelor’s or Master’s degree is preferred, though equivalent professional experience will be considered.
• Partnership Strategy Development and Execution. 
• Revenue Growth Through Partnerships
  • Drive revenue growth by leveraging and expanding key enterprise partnerships.
  • Collaborate with partners to create joint value propositions and go-to-market strategies.
  • Monitor performance metrics like partner-driven revenue, activation rates, and partner retention.
• Enterprise Partner Relationship Management
  
  • Build and nurture long-term relationships with senior executives at partner organizations.
  • Act as the primary point of contact for enterprise partners, ensuring satisfaction and addressing escalations.
  • Develop joint business plans with partners to drive mutual success and account growth.
  • Create pitch materials and refine those on an ongoing basis.
• Partnership Process Optimization
  • Establish and refine processes for onboarding, managing, and scaling enterprise partnerships.
  • Ensure the team adheres to best practices in partner engagement and management.
• Collaboration Across Departments
  • Work closely with marketing, product marketing, and product teams to align on partnership opportunities and execution.
  • Partner with customer success teams to ensure seamless integration and support for joint customers.
  • Collaborate with legal and finance teams to negotiate and formalize partnership agreements.
•  Market and Competitive Analysis
  • Conduct market research to identify trends, industry needs, and competitive partnership dynamics.
  • Use insights to refine partnership offerings, positioning, and strategies.
  • Stay informed about emerging technologies and trends that could impact partnerships.
• Negotiations and Deal Management
  • Lead complex partnership negotiations, including terms, responsibilities, and joint goals.
  • Structure partnership agreements to drive long-term value for both parties.
  • Ensure alignment on shared KPIs and success metrics.
• Reporting and Forecasting
  • Provide forecasts for partner-driven revenue and pipeline contributions using Salesforce.
  • Analyze partnership performance data to identify trends, opportunities, and areas for improvement.
  • Present insights and recommendations to senior leadership to inform company strategy.
• Representing the Organization
  • Act as a spokesperson for the company in partner meetings, industry events, and conferences.
  • Promote the organization’s value proposition to existing and prospective partners.
  • Build a strong personal and corporate brand in the enterprise partner ecosystem.

Bonus Qualifications

• Experience in rapidly scaling startups or high-growth companies, especially within the tech, eComm, or SaaS sectors.
• Embedded/API product experience is preferred.