Strategic Partnerships Manager

Shippo

3d•$130,000 - $175,900•Remote

About The Position

The Strategic Partnerships Manager develops and manages strategic partner relationships to drive activation, revenue, and favorable commercial outcomes for Shippo. The role combines business development and account management, including partnership strategy, renewals, upselling, contract negotiations, and identifying marketing and promotional opportunities. The manager works with partners to identify operational improvements and collaborates with Product and other cross-functional teams to implement them. The role also provides partner consulting and service, resolves technical and financial challenges, analyzes performance, and presents data-driven recommendations and growth opportunities. The position is remote-first and may be based anywhere in the U.S. except Delaware, Nevada, Ohio, Oregon, Hawaii, New Mexico, and West Virginia; some roles may also be based internationally.

Requirements

At least 7 years of experience in strategic partnerships or partner management, combining business development and account management experience; ideally in e-commerce, marketplaces, fulfillment, or SaaS.
Experience working with technology partners on integrations, product management, program management, and business development engagements.
Experience managing contracts, including collaborating with Legal and Strategic Finance on renewals and negotiating with external partners.
Proficiency in advanced Excel or SQL, Looker, or other business intelligence tools.
Detail-oriented, with a proven track record of solving strategic challenges.
Strong relationship-building skills and the ability to identify mutually beneficial opportunities with partners.
Technical orientation and understanding of APIs.
Entrepreneurial growth mindset, bold ideas, and a practical, get-things-done approach.

Nice To Haves

Experience with marketplaces or e-commerce platforms and a deep understanding of market needs in these verticals.
Familiarity with shipping and logistics.
Previous experience in a dynamic startup environment.

Responsibilities

Develop partnership strategies and negotiate renewals and business terms to achieve favorable commercial outcomes.
Set and track partner account activation and revenue targets.
Identify and drive marketing and promotional opportunities with partners.
Work with partners to identify operational improvements and coordinate with the Product team to implement them.
Provide partner service, research, and market analysis to resolve technical and financial challenges.
Serve as a consultant to partners and work cross-functionally to support their businesses and build relationships with partner stakeholders.
Analyze partner performance, present findings, and recommend opportunities or incremental programs using data-driven insights.
Coordinate cross-functional support so partners can access product experts and other resources.
Develop renewal and product cross-sell and upsell strategies, and negotiate terms for renewals and new agreements.

Benefits

Medical, dental, and vision coverage, with 90% of premiums covered by the company, including dependents.
Pet coverage available.
Take-as-much-as-you-need vacation policy and flexible working hours.
One-week company-wide winter slowdown.
Three Volunteer Days Off.
Work-from-home stipend for a home office.
Charity donation match up to $100.
Professional and career growth programs, coaching, tools, and resources, plus an individual learning stipend.
Team and company off-sites throughout the year and local gatherings through the Shippos Everywhere program.
Equity as part of total compensation.