Partnerships Lead

Shift5 • Rosslyn, VA

2d • $175,000 - $190,000

About The Position

Shift5 is redefining the future of onboard operational technology (OT). As a fast-growing scale-up, we specialize in cutting-edge cybersecurity, predictive maintenance, and compliance for OT systems across defense, aerospace, and rail. We are a team of passionate, innovative professionals who thrive in a collaborative environment, driven by a shared mission to revolutionize how fleets operate. By unlocking and democratizing the vast potential of onboard OT data, we help our customers’ fleets run smarter, safer, and more efficiently. Ready to be part of the next frontier in transportation and critical infrastructure? Come join us. Our Values: Mission First Mindset: We exist to protect the service members who defend our nation and secure the critical systems that keep our economy moving. Relentless Innovation: We are motivated by the challenge of solving the toughest problems facing transportation and defense industries. Data Driven Decisions: We make decisions rooted in data. Giving our team and stakeholders a more informed perspective possible when lives and missions are on the line. The Partnerships Lead will be the primary contact for Shift5's expanding base of Original Equipment Manufacturer (OEM) customers. This role is responsible for overseeing the entire customer journey, from contract signing through successful activation and integration, and ensuring all contractual obligations are met. You will collaborate with leadership to meet partnership and sales objectives, working across Engineering, Business, and Government Affairs. This role requires strong analytical skills to drive customer adoption, propose new business models, and forecast deployment timelines. Success depends on systems thinking, creativity, and excellent communication to inform strategic direction.

Requirements

• Bachelor's degree in business or technical field (engineering, computer science, or information technology)
• 5+ years of experience in a customer facing role supporting DOW projects
• Proven expertise and deep understanding of working within Original Equipment Manufacturer (OEM) sales channels, specifically focusing on the integration of complex products into their existing platforms or product lines (e.g., aviation, rail, maritime).
• Ability to manage execution of significant or complex contracts including initial onboarding, renegotiation of terms, schedules and the on-going relationship
• Demonstrated experience in researching, writing and responding to Requests for Proposals (RFPs)
• Experience working with the FAA or other aerospace or industry regulatory bodies to implement complex technical projects or solutions
• Proven ability to manage complex, concurrent projects
• Demonstrated success in delivering results efficiently despite tight deadlines and resource limitations
• Ability to synthesize diverse requirements to propose intelligent solutions, products, or features.
• Demonstrated ability to exercise strong business judgment, assess options, and propose successful, adopted recommendations.
• Experience building long-term and successful customer relationships
• Ability to craft and deliver professional presentations and communicate effectively, both written and verbally, with all levels of stakeholders

Responsibilities

• Responsible for all aspects of successfully closing partnership deals between Shift5 and partners
• Serve as the main liaison for Partners, including key government service providers and OEMs for fleet transportation assets. Focus on the long-term retention and growth of the relationship and revenue within these accounts, including:
• Delivering exceptional customer service, including efficient acknowledgement and resolution of issues
• Building relationships to identify requirements and managing expectations
• Champion customer and partner feedback internally to influence programmatic and technical development, maintaining and growing account business and value.
• Ownership of forecast and revenue growth within assigned accounts and vertical
• Clearly communicate readiness levels, requirements, schedules, and risks to ensure forecasted revenue is achieved on time or early.
• Collaborate with cross-functional groups (engineering, government affairs, business, etc.)
• Stay current with internal technology, regulatory, and business teams to assist in developing commercial, marketing, and business terms and materials.

Benefits

• Bonus program and equity in a fast-growing startup
• Competitive medical, dental, and vision coverage for employees and their families
• Health Savings Account with annual employer contributions
• Employer-paid Life and Disability Insurance
• Uncapped paid time off policy
• Flexible work & remote work policy
• Tax-deferred public transit benefits with Metro SmartBenefits (DC/MD/VA)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 101-250 employees