Strategic Partnerships Lead (New York)

Edra•New York, NY

1d•$160,000 - $200,000•Onsite

About The Position

Our product is proven. Now we are focused on distribution: how many enterprise buyers hear about us, and how fast can we run a pilot and convert to enterprise. Strategic partnerships are the way to get us there, and we haven't built that function yet despite having strong channel relationships. Cloud platforms, technology partners, systems integrators, and private equity firms already sit inside hundreds of our target accounts, with the relationships, coverage, and budget to put Edra in front of enterprises that would otherwise take much longer to reach. You will own this function - from the executive relationships at the top down to the marketplace mechanics. You will carry the number and build the machine as you go, writing the playbook for the function out of what you make work.

Requirements

You can point to partner-sourced revenue in dollars, on named deals you personally brought into the funnel (not ecosystem growth, not influenced pipeline, not a healthy scorecard.)
You've been the first or only partnerships hire somewhere small, and you’ve built the motion without partner ops, partner marketing, or other support functions resourced to your team.
You've carried a quota, and know what it's like to own a number that doesn't move without your consistent effort.
You hunt. You'll work through forty partner sellers to find the six who care, and you can name the ones you converted and what changed their behavior.
You know how partner-led revenue actually works: marketplace transactability, private offers, deal registration, procurement paths, and how a partner seller gets paid.
You hold a room with partner executives on your own. You can write the case for why a partner should work with us, then go execute it.
You use AI thoughtfully and intentionally in your own work and have a view on what it's doing to how enterprises buy.

Nice To Haves

You've stood up a cloud marketplace listing from zero and know why that's harder than it sounds.
You deeply understand the AI technology landscape and where Edra adds value, and how to position it in a way to customers within their current stack.
You've sold to customers with cloud committed spend to burn, and learned to position against it.
You've worked somewhere partner-led revenue was a reported line rather than an aspiration.

Responsibilities

Own the partner relationship end to end: the joint business plan, the operating rhythm, business reviews, executive briefings, and our position in their partner program.
Build the co-sell engine from scratch. Map the accounts, map who owns them, and work the partner's field organization one seller at a time until Edra is something they bring into their own deals.
Make partners want to sell us through enablement content, joint targeting sessions, mutual events, co-marketing. A partner seller has a hundred things they could pitch; your job is to be one of the few they actually do.
Own the commercial mechanics: marketplace transactability, listings, private offers, procurement paths, and the deal-registration machinery that makes the system function.
Carry a partner-sourced pipeline number and own it with the same rigor as our direct pipeline.
Be the internal voice of the partner at Edra: roadmap feedback, integration priorities, and the work that makes Edra a part of the partner’s strategy and not a tool next to it.