Responsibilities
- Oversee a portfolio of 40 late-stage startups and serve as the primary contact for startup relationships during the program.
- Maintain all systems of record for the portfolio.
- Conduct a comprehensive marketing and sales review with each startup, offering feedback on messaging and positioning.
- Advise startups on go-to-market strategies with the client to leverage their brand, channel, and ecosystem for scaling.
- Develop a joint targeted go-to-market plan with the startup focused on generating pipeline, accelerating deal closure, and meeting specified targets and milestones.
- Ensure each startup publishes a transactable offer in the Marketplace.
- Support startups in achieving applicable incentives and using Partner Center to manage joint customer opportunities.
- Educate and prepare startups on selling with the client and collaborating with our sellers.
- Facilitate connections with the client's field sellers and other internal communities to help generate pipeline and accelerate deal closure.
- Coordinate with technical teams to ensure build milestones are met within the portfolio.
- Execute the expected rhythm of business as outlined in the program onboarding agreement.
- Promote startup successes across the company through newsletters, win-wires, community forums, and monthly business reviews.
Requirements
- 7-15 years of experience in marketing (go-to-market development), business development, partner management, or sales.
- Proven success in developing go-to-market plans and business development plans with early-stage companies and executing them.
- Demonstrated record of growing new businesses and building relationships with senior levels within partner organizations.
- Strong networking capabilities between the client and their strategic partners, plus a demonstrable network across the emerging technology ecosystem.
- Strong decision-making, conflict resolution, negotiation skills, and follow-through capabilities.
- Proficiency in using AI-enabled productivity, collaboration, and business systems to operate efficiently, surface insights, and scale customer engagement.
- Results-driven with strong analytical skills, exceptional verbal and written communication, and ability to effectively communicate to a senior leadership team.
- Partner-centric with a solid understanding of the client's partner management or the startup ecosystem.
- Strong cross-group collaboration skills and ability to work across multiple stakeholders.
- Ability to work autonomously and independently within a global team structure.
- Proven success working in remote and globally distributed team environments.
Nice to Have
- Previous experience in cloud technology sales and development or experience in an entrepreneurial or startup environment is a strong plus.
- Strong proficiency with Microsoft tools including Outlook, PowerPoint, Excel, SharePoint, Teams, Loop, and Dynamics preferred.
Benefits
- Employer contributions toward the cost of employee-only medical and dental premiums.
- Vision insurance available as an opt-in.
- 401k retirement plan.
- Paid time off.
- Laptop provided.
- Life insurance, disability insurance, and accidental death and dismemberment coverage.
- Short-term disability, accident, cancer/critical illness, and pet insurance available as opt-in options.
Work Arrangement
This is a fully remote contract position; however, occasional domestic travel opportunities may arise to support startups on site at events.
Other
- This is a fully remote contract position; however, occasional domestic travel opportunities may arise to support Startups on site at events.
- The contract is expected to run through 6/30/27, with potential for extension.
