Director, Ecosystem Partnerships

Cleo (US)

10h•Remote

About The Position

Cleo’s supply chain orchestration platform powers end-to-end connectivity for thousands of businesses worldwide. As we accelerate our ecosystem-led growth strategy, we are seeking a Director, Ecosystem Partnerships to build and own publisher-level relationships with the leading ERP, TMS, and WMS software publishers whose platforms are at the center of our customers’ supply chain technology stacks. This is not a channel sales role. This is a strategic, publisher-facing alliance position where you will engage directly with the corporate alliance, product, and executive teams at publishers such as Microsoft, SAP, NetSuite (Oracle), Acumatica, Sage, and leading TMS/WMS providers. Your mission is to position Cleo as a preferred integration partner within these ecosystems—driving joint go-to-market initiatives, ISV certifications, marketplace presence, and measurable partner-influenced revenue. This is a REMOTE OPPORTUNITY with up to 30% travel to publisher headquarters, industry conferences (e.g., Microsoft Inspire, SuiteWorld, SAP Sapphire, MODEX, Manifest), and Cleo offices.

Requirements

BA/BS degree required; MBA or advanced degree preferred.
10–15 years of experience in strategic alliances, publisher partnerships, business development, or ISV alliance management within B2B enterprise software.
Deep, demonstrable experience managing strategic relationships with ERP publishers at the corporate/global level. Experience with one or more of the following is required: Microsoft, SAP, Oracle/NetSuite, Acumatica, or Sage.
Strong knowledge of EDI (Electronic Data Interchange) and how EDI/integration solutions fit within ERP, TMS, and WMS technology ecosystems. This is a must.
Thorough understanding of the ERP VAR landscape and how publishers, ISVs, VARs, and system integrators interact within partner ecosystems. This is a must.
Proven track record of delivering measurable partner-influenced revenue or ARR through publisher alliance programs.
Experience architecting joint go-to-market strategies, co-sell motions, and ISV certification programs with enterprise software publishers.
Familiarity with supply chain technology ecosystems, including TMS (Transportation Management Systems) and WMS (Warehouse Management Systems) publishers and their integration requirements.
Ability to build compelling, data-driven business cases and strategic frameworks that align publisher and Cleo objectives.
Executive presence with the ability to engage, influence, and present to C-level stakeholders at both publisher organizations and within Cleo.
Exceptional relationship-building, negotiation, and communication skills across in-person, video, and written channels.

Responsibilities

Own and develop executive-level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, NetSuite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers.
Develop and execute a rolling 12-month strategic alliance plan for each publisher, aligned with Cleo’s product roadmap and go-to-market priorities.
Serve as Cleo’s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner.
Build and maintain strong relationships with publisher field sales organizations to drive deal-level collaboration and referrals.
Own and deliver against annual publisher-influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution.
Architect and execute joint go-to-market motions including co-sell plays, joint solution positioning, co-branded campaigns, and publisher-sponsored events.
Build data-driven business cases to justify investment in alliance programs, including trade-off analysis and ROI modeling for joint initiatives.
Establish and track partner-influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership.
Identify and activate publisher referral and lead-sharing programs to generate qualified pipeline for Cleo’s direct and channel sales teams.
Drive Cleo’s ISV certification and technology validation efforts with each publisher, ensuring Cleo’s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations.
Own Cleo’s marketplace presence across publisher ecosystems (e.g., Microsoft AppSource, NetSuite SuiteApp, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest.
Collaborate with Product and Engineering to align Cleo’s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features.
Coordinate joint product development plans with publishers to keep Cleo’s solutions aligned with publisher innovations and evolving customer requirements.
Partner closely with Cleo’s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategy—creating a multiplier effect across the partner ecosystem.
Work with Marketing to develop co-branded content, case studies, joint webinars, and thought leadership that elevates Cleo’s visibility within publisher ecosystems.
Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go-to-market strategy.
Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleo’s alliance strategy.