Principal, Strategic Partnerships and Initiatives

Federal Express Corporation•Memphis, TN

1d•$7,794 - $19,047

About The Position

FedEx Dataworks is creating a new market category in supply chain intelligence. By fusing FedEx’s physical ground truth of global commerce—over 17 million packages daily and $2T+ in annual goods movement—with commercial graphs, AI-driven agentic workflows, and external data signals, we build intelligent platforms and data products that companies cannot replicate. We are seeking an entrepreneurial, commercially rigorous Strategic Partnership Principal to lead the end-to-end origination, structuring, and execution of high-leverage enterprise partnerships. This is a senior, build-from-scratch individual contributor mandate designed to scale revenue and platform adoption without relying on a legacy enterprise sales machine. Operating at the intersection of enterprise strategy, product co-innovation, and commercial dealmaking, you will be directly accountable for sourcing, designing, validating, and closing high-impact partnerships that embed our intelligence into third-party ecosystems, enterprise platforms, and customer workflows.

Requirements

Bachelor’s degree in Business Administration, Computer Science, Engineering, Economics, Supply Chain Management, or a related discipline (or equivalent practical experience).
7+ years of proven experience in strategic enterprise partnerships, corporate business development, or high-growth enterprise SaaS/data platform commercial leadership.
Documented history of personally sourcing, structuring, and closing complex enterprise partnerships or multi-million-dollar software/data platform agreements.
Proven ability to run complex, multi-stakeholder enterprise partnerships or strategic commercial cycles from whitespace identification to executed contract.
Demonstrated competence negotiating non-standard enterprise contracts, including IP allocation, data licensing/usage boundaries, revenue splits, and service SLAs.
Master-level ability to translate complex data science, API platforms, and AI capabilities into compelling, ROI-backed business cases for senior executive decision-makers.
Deep conceptual understanding of global supply chain logistics, freight networks, inventory orchestration, and trade mechanics.
Direct experience commercializing or solutioning products where data feeds, algorithmic insights, or intelligence APIs are the primary value delivered.
Working familiarity with modern enterprise technology ecosystems (e.g., ServiceNow, SAP, enterprise cloud marketplaces, data clean rooms, and API/MCP-driven agent architectures).
Thrives in rapidly evolving environments; capable of creating clarity, making disciplined decisions, and building structure without an existing playbook.
Focused on tangible execution, validated in-market proof points, and real ARR generation over theoretical frameworks or presentation decks.
Skilled at orchestrating cross-functional teams (Product, Legal, InfoSec, Field Engineering, Executive Leadership) toward unified commercial objectives.

Responsibilities

Independently navigate and execute across two core commercial motions: Build-With (Co-Innovation & Platform Embeds) and Sell-Through (Distribution, Ecosystems & Marketplaces).
Partnership Origination & Opportunity Qualification: Proactively identify, target, and initiate high-potential enterprise partnerships; vet and size partner opportunities against strategic fit, distribution velocity, data compatibility, and revenue potential; secure sponsorship and establish trusted relationships with C-level stakeholders.
Commercial Structuring & Solution Architecture: Lead structured discovery and solution-fit workshops to define joint value propositions, technical architecture touchpoints, and integrated operating models; structure sophisticated data exchange terms, clean-room protocols, and intellectual property governance; own deal terms from initial Letter of Intent (LOI) through Master Services Agreements (MSAs), commercial joint venture terms, and revenue-sharing mechanisms.
In-System Validation & Proof of Value (POV): Lead partners through rigorous proof-of-value engagements within live production environments, validating measurable ROI and operational feasibility before scaling; coordinate closely with Product, Engineering, and Forward-Deployed Engineering (FDE) teams to translate partner requirements and technical feedback into repeatable platform capabilities.
GTM Activation, Scale & Account Governance: Operationalize executed agreements into active GTM channels; establish governance models, joint KPIs, pipeline tracking, and revenue attribution mechanisms; lead structured Quarterly Business Reviews (QBRs) and executive steering committees; synthesize learnings, deal templates, and operating frameworks into scalable commercial playbooks.