Director of Strategic Partnerships

Nanonets•Palo Alto, CA

1d•Hybrid

About The Position

Nanonets is seeking a Director of Strategic Partnerships to build and manage a broader partner ecosystem, aiming to expand enterprise reach and establish partnerships as a significant source of pipeline, revenue, and customer value. This new role will translate strategy into a working partner operation, collaborating with leadership and an ecosystem advisor to develop programs, processes, and an operating rhythm for various partner types, including global and regional systems integrators, consulting firms, technology partners, ERP ecosystem partners, referral partners, and other strategic relationships. The ideal candidate is a partnership generalist with a deep understanding of different partner models, capable of translating strategy into actionable partner plans, enablement, joint go-to-market activities, qualified pipeline, and revenue generation. This is a hands-on builder role focused on creating a practical and repeatable partner operating model while driving measurable business results with a select group of priority partners.

Requirements

8–12 years of experience in enterprise software partnerships, alliances, business development, or partner-led go-to-market roles.
Experience working across more than one partner model, such as systems integrators, consulting firms, technology alliances, ERP platforms, referral partners, or channel relationships.
Strong understanding of how enterprise partners sell, influence customer decisions, develop solutions, and deliver services.
Experience working with global or regional systems integrators and enterprise consulting organizations.
Demonstrated ability to translate partner strategy into practical programs, operating processes, partner activity, and commercial results.
Experience building joint business plans, account-mapping programs, co-sell motions, enablement programs, and partner governance.
Track record of helping partnerships generate qualified pipeline and revenue.
Ability to manage multiple partners and initiatives without losing focus on the relationships and activities that matter most.
Strong understanding of partner economics, incentives, commercial models, and joint investment decisions.
Experience supporting or negotiating partnership agreements and go-to-market structures.
Ability to evaluate partnership commercial potential and activation requirements.
Comfortable using pipeline, revenue, enablement, and performance data to make decisions and hold partners accountable.
Strong relationship-building skills with the ability to work with senior executives, partner leaders, sellers, consultants, and technical teams.
Clear and persuasive communicator who can explain technical capabilities in practical business terms.
Highly organized, dependable, and comfortable managing several workstreams at once.
Willing to personally drive the details required to move a partnership forward.
Comfortable operating in a fast-growing company where the partner strategy and operating model are still being built.
Familiarity with AI, intelligent automation, document processing, enterprise workflows, or related software categories.
Understanding of enterprise platforms such as SAP, Oracle, Microsoft Dynamics, Infor, and Salesforce is strongly preferred.
Knowledge of finance, operations, procurement, order management, or supply-chain transformation is a plus.
Willingness to travel for partner meetings, customer engagements, planning sessions, and industry events.
Able to work across regions and time zones while maintaining primary responsibility for the US market.

Responsibilities

Build the Partner Operating Model by putting Nanonets’ partner strategy, program structure, and operating model into practice.
Build repeatable processes for partner recruitment, evaluation, onboarding, enablement, business planning, opportunity management, and performance reviews.
Define how Nanonets works with different partner types, including systems integrators, consulting firms, technology companies, referral partners, and strategic solution partners.
Establish a consistent operating cadence, including partner plans, pipeline reviews, executive checkpoints, and quarterly business reviews.
Create the tools, templates, and internal processes required to support the program as it grows.
Develop Priority Partnerships by managing the day-to-day development of a focused portfolio of high-priority partners.
Build partner-specific business plans covering target markets, customer use cases, executive sponsorship, enablement, joint account planning, and revenue objectives.
Identify the right people within each partner organization across sales, consulting, alliances, solution development, and executive leadership.
Turn early partner interest into clear commitments, market activity, customer opportunities, and measurable results.
Maintain strong working relationships at both the executive and field levels.
Drive Partner-Sourced Revenue by coordinating account mapping, joint prospecting, opportunity development, and co-sell activity between partners and the Nanonets sales organization.
Build visibility into partner-sourced and partner-influenced pipeline.
Help partners position Nanonets within enterprise transformation, automation, finance, operations, and supply-chain initiatives.
Support active opportunities and remove obstacles that can slow partner-led deals.
Track partner contribution to pipeline, bookings, revenue, and strategic account penetration.
Enable and Scale by creating practical enablement materials for partner sellers, consultants, architects, and delivery teams.
Coordinate partner training, solution workshops, sales plays, use-case development, and field activation.
Work with Marketing to develop partner campaigns, events, customer stories, and market-facing content.
Help build repeatable solutions around high-value enterprise workflows such as accounts payable, procure-to-pay, order-to-cash, order management, and customs documentation.
Capture field successes and use lessons learned to improve the broader partner program.
Support Commercial Development by helping to develop and implement commercial models for referral, resale, services, co-sell, managed-platform, and strategic solution relationships.
Support partnership agreements, business cases, investment decisions, and commercial negotiations.
Understand partner economics and create structures that incentivize investment from both Nanonets and its partners.
Ensure commercial arrangements are tied to specific commitments, responsibilities, and expected outcomes.
Collaborate Cross-Functionally with Sales, Product, Engineering, Marketing, Customer Success, Finance, and Legal teams.