Director of Strategic Partnerships

Trail•Palo Alto, CA

1d•Hybrid

About The Position

Trail describes itself as a context layer for AI agents, connecting company rules, exceptions, and institutional knowledge with agents that need to act on business processes. The posting also describes Nanonets’ aim to expand its enterprise reach through a broader partner ecosystem and make partnerships a meaningful source of pipeline, revenue, and customer value. This is a hands-on role focused on building a repeatable partner operating model while helping priority partners generate measurable results. The Director will work closely with Nanonets leadership and its strategic ecosystem advisor to develop and manage programs, processes, and operating rhythms for systems integrators, consulting firms, technology and ERP ecosystem partners, referral partners, and other strategic relationships. The role spans partner strategy and operations, priority partner development, partner-sourced revenue, enablement, commercial development, and cross-functional coordination.

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 turn 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 while staying focused on important relationships and activities.
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 assess a partnership’s commercial potential and what is needed to activate it.
Comfort using pipeline, revenue, enablement, and performance data to make decisions and hold partners accountable.
Strong relationship-building skills with senior executives, partner leaders, sellers, consultants, and technical teams.
Clear and persuasive communication skills, including the ability to explain technical capabilities in practical business terms.
Highly organized, dependable, and comfortable managing several workstreams at once.
Willingness to personally drive the details required to move a partnership forward.
Comfort operating in a fast-growing company where the partner strategy and operating model are still being built.
Willingness to travel for partner meetings, customer engagements, planning sessions, and industry events.
Ability to work across regions and time zones while maintaining primary responsibility for the US market.

Nice To Haves

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.
Knowledge of finance, operations, procurement, order management, or supply-chain transformation.

Responsibilities

Put the 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 approaches for working with systems integrators, consulting firms, technology companies, referral partners, and strategic solution partners.
Establish an operating cadence that includes partner plans, pipeline reviews, executive checkpoints, and quarterly business reviews.
Create tools, templates, and internal processes to support the growing partner program.
Manage day-to-day development of a focused portfolio of high-priority partners.
Develop partner-specific business plans covering target markets, customer use cases, executive sponsorship, enablement, joint account planning, and revenue objectives.
Identify relevant contacts across partner sales, consulting, alliances, solution development, and executive leadership.
Turn partner interest into commitments, market activity, customer opportunities, and measurable results, while maintaining executive- and field-level relationships.
Coordinate account mapping, joint prospecting, opportunity development, and co-sell activity with Nanonets’ sales organization.
Build visibility into partner-sourced and partner-influenced pipeline, and track partner contributions to pipeline, bookings, revenue, and strategic account penetration.
Help partners position Nanonets in enterprise transformation, automation, finance, operations, and supply-chain initiatives.
Support active opportunities and address commercial, organizational, or technical obstacles to partner-led deals.
Create 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 on partner campaigns, events, customer stories, and market-facing content.
Help build repeatable solutions for enterprise workflows, including accounts payable, procure-to-pay, order-to-cash, order management, and customs documentation.
Capture field lessons and use them to improve the partner program.
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.
Develop commercial structures that account for partner economics and give both parties a reason to invest, with clear commitments, responsibilities, and expected outcomes.
Work with Sales to connect partner activity to target accounts and active opportunities.
Communicate partner requirements to Product and Engineering and help prioritize high-value integrations and capabilities.
Coordinate with Marketing on joint positioning, campaigns, events, and market development.
Work with Customer Success and delivery teams on customer handoffs and implementations.
Collaborate with Finance and Legal on commercial structures, agreements, governance, and reporting.