Head of Partnerships

Roboflow

1d

About The Position

Roboflow is seeking a Head of Partnerships to build and scale its partner ecosystem. This role is crucial for expanding Roboflow's reach and driving the adoption of computer vision applications. The Head of Partnerships will be responsible for identifying strategic partnership opportunities, developing relationships with consulting firms, systems integrators, hardware vendors, and software platforms, and ultimately turning these partnerships into measurable business results. This is a senior individual contributor role with the opportunity to shape the future of the Partnerships organization.

Requirements

• Proven experience building and owning strategic partnerships in a high-growth technology company.
• Meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships.
• Experience developing partnerships within different ecosystem types.
• A builder mentality, comfortable starting with a blank page.
• Ability to operate as a senior individual contributor, performing tasks such as sourcing partners, building business cases, negotiating agreements, and driving joint opportunities.
• Strong commercial orientation with the ability to connect partnership activity to revenue and customer outcomes.
• Understanding of how to build effective, working partnerships beyond just signing agreements.
• Comfort navigating relationships from individual contributors to senior executives.
• Ability to move fluidly between strategy and execution.
• Strong cross-functional collaboration skills to mobilize Sales, Product, Engineering, Marketing, and Delivery.
• Ability to thrive in ambiguity and exercise strong judgment on time allocation.

Nice To Haves

• Experience building a partner ecosystem from an early stage.
• Experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or other technical platforms.
• Experience building partnerships involving technology deployed into the physical world.
• Direct experience working with global consulting firms or systems integrators.
• A strong existing partner network.
• Experience building hardware relationships involving cameras, edge devices, compute, sensors, or adjacent infrastructure.
• Experience generating significant revenue through partner-sourced or partner-influenced opportunities.
• Experience scaling an early partnerships function to support team growth.

Responsibilities

• Build Roboflow's partnership strategy, focusing on areas like distribution, customer acquisition, deployment, and product adoption.
• Develop relationships with consulting firms, systems integrators, and implementation partners to bring Roboflow into customer engagements.
• Build strategic hardware partnerships with companies providing cameras, edge compute, sensors, and other infrastructure.
• Identify and develop software and technology partnerships for integrations, co-selling, co-marketing, and broader strategic relationships.
• Manage partnerships from ideation to revenue, including sourcing, business case development, negotiation, launch, and ongoing management.
• Create partner-sourced and partner-influenced pipeline by working closely with the Sales team.
• Develop joint go-to-market motions such as co-selling, referral programs, marketplace listings, integrations, and co-marketing.
• Enable partners with the technical and commercial knowledge needed to sell and deploy Roboflow.
• Establish the operational framework for Partnerships, including prioritization, performance measurement, pipeline management, and resource allocation.
• Develop enablement and onboarding programs for partners.
• Act as the internal advocate for the partner ecosystem, providing feedback to Product, Engineering, Marketing, and GTM teams.

Benefits

• Opportunity to build and shape the Partnerships organization.
• Chance to create an ecosystem that meaningfully expands Roboflow's reach and accelerates customer adoption of visual AI.

What This Job Offers

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