Own the partnerships function by developing cloud provider relationships with AWS, GCP, and Azure; building co-sell motions; expanding partner programs; and creating scalable infrastructure. Manage the full partnership lifecycle, generate partner-sourced pipeline, support opportunities through close, achieve revenue targets, track partnership metrics, and collaborate cross-functionally with sales, marketing, product, and engineering. Represent the company at industry events and travel up to 25% to meet partners.
As a Partnerships Lead, you’ll be a key player in helping our company grow. You’ll own the full partnerships function: activating and deepening our existing cloud provider relationships (AWS, GCP, and Microsoft Azure), building co-sell motions, expanding into new partner types and partnership tiers, and creating the program infrastructure that scales it all. Your role involves building relationships and explaining how our tech solutions can make a real difference. It’s a chance to be part of a fast-growing team and contribute to both our product and company values in a high-ownership role.
Responsibilities- Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump.
- Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
- Build relationships with partner networks and drive progression through cloud partner program tiers.
- Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.
- Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations.
- Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
- Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.
- Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations.
- 3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs
- Experience developing and executing partnership strategies to drive business growth
- Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline
- Comfort working cross-functionally with sales, marketing, engineering, and product
- Ability to analyze data and metrics to inform partnership strategies and measure success
- Strong negotiation and conflict resolution abilities and relationship instincts
- Excellent project management and organizational skills
- Willingness to travel up to 25% to meet with partners
Benefits
- Competitive compensation + equity
- Comprehensive medical and dental coverage
- 401(k) plan
- Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1
- Free lunch at the office
- Free access to the building gym
- Annual company-paid retreats
- Developmental bonuses: support for professional development tied to cloud and related fields
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