Strategic Partnerships Leader

Aurigo Software Technologies

3d

About The Position

Aurigo is hiring a Strategic Partnerships Leader to build and scale a partner ecosystem that delivers measurable revenue across North America. This is a builder's seat: you will decide where partnerships matter, stand them up from zero, and convert them into pipeline, closed-won deals, and new market access. You will work shoulder-to-shoulder with Sales, Product, and Marketing leadership to make partnerships an accountable, repeatable growth engine — not a relationship function. You will own a number, a portfolio, and a point of view.

Requirements

• 8–12 years in partnerships, alliances, or business development in B2B SaaS or enterprise software.
• Proven track record of building partnerships that delivered real, attributable revenue — not just logos.
• Strong commercial judgment: you can structure deals, negotiate trade-offs, and drive outcomes.
• Deep fluency in enterprise sales cycles and co-sell motions.
• Comfort operating in ambiguity and building zero-to-one.
• Strong stakeholder influence across functions and leadership levels.
• Experience in fast-scaling, execution-focused environments.

Nice To Haves

• Experience in public sector, infrastructure, or capital program ecosystems.
• Background in SI-led or enterprise channel-driven GTM models.
• Familiarity with CRM and partner management tools (Salesforce, PRMs).

Responsibilities

• Define Aurigo's partnership strategy across 2–3 high-leverage archetypes: System integrators serving public sector and infrastructure markets, Technology and integration partners that extend the platform, and select channel and advisory partners with route-to-market leverage. Prioritize ruthlessly based on revenue potential, market access, and strategic defensibility.
• Identify, qualify, and close high-impact partners end-to-end. Build joint business cases and value propositions. Structure commercial models (co-sell, resale, referral, integration-led) tailored to each partner's GTM. Ensure every partnership has a defined path to revenue before it is signed.
• Carry a defined partner-sourced and partner-influenced revenue target. Drive co-sell motions in lockstep with Sales leadership. Track pipeline contribution, conversion, and deal velocity by partner. Actively manage the portfolio for output.
• Build onboarding, certification, and enablement frameworks designed to scale. Equip partners to independently position, demo, and sell Aurigo. Drive the activation → pipeline → revenue progression with clear leading indicators.
• Establish operating cadence: QBRs, pipeline reviews, and partner scorecards. Measure partner ROI, productivity, and strategic contribution. Continuously rationalize the portfolio — optimize for output, not logo count.
• Serve as the connective tissue across Sales, Product, and Marketing. Align GTM motions so partner leverage compounds rather than competes with direct sales. Influence product roadmap with ecosystem and market signals.

What This Job Offers

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