Director of Consulting Ecosystem

Navan • Boston, MA

2d

About The Position

Navan is seeking an analytical, driven leader to build and grow its consulting and systems integrator partnership function. Although Navan has grown rapidly in travel, payments, and expense, it has not historically invested heavily in these partnerships. The role will establish a meaningful reputation and partner model with leading systems integrators and consultants globally, so partners recommend Navan to clients and proactively bring its solutions to major corporations. The company plans to invest in an exceptional leader and, as the practice grows, a small to mid-sized supporting team.

The Director will lead the strategy, sourcing, negotiation, and management of partner relationships; develop commercially beneficial partnership structures; and communicate the impact of deals on sourced and influenced business. The role will also work with Product and cross-functional teams to develop integrations and solutions, expand Navan’s offerings into new categories and services, and serve as the internal subject matter expert on consulting and systems integrator ecosystems.

Requirements

• At least 8 years of experience in business development, partnerships, strategy, banking, consulting, or systems integration, with exposure to the B2B technology sector.
• Hands-on experience negotiating complex business partnerships and deals.
• A track record of generating millions of dollars in new revenue through commercially additive relationships in consulting and systems integrator networks, at a firm or technology provider.
• Deep financial understanding of potential clients and partners, including consultants, systems integrators, and other technology companies.
• Data-driven approach and keen attention to detail.
• Ability to model business and revenue impact in partnership with Finance.
• Proven ability to work effectively with technical Product and Engineering teams to build and scale products.
• Ability to lead cross-functional teams with agency and urgency.

Responsibilities

• Lead end-to-end strategy, sourcing, negotiation, and relationship management for consultant and systems integrator partners.
• Collaborate with Finance and Corporate Development to understand partner and Navan economics and develop mutually beneficial commercial structures.
• Clearly report on deal impacts for both influenced and sourced new business.
• Partner with Product teams to build integrations and solutions that support business growth and improve the product.
• Use networks and strategic partnerships to expand Navan’s product offerings into new categories and services.
• Serve as the internal subject matter expert on systems integrator and consulting partner ecosystems.
• Work with Design, Engineering, Legal, Go-To-Market, and other cross-functional teams to identify business needs, execute, and deliver.
• Lead cross-functional teams toward ambitious goals involving partnerships, revenue growth, and acquisitions in the category.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed