Strategic Partnerships Manager

Accountabilities:

• Develop and execute strategic partnership plans, using strong business judgment to negotiate renewals, identify upsell opportunities, and secure favorable commercial outcomes.

• Establish, monitor, and achieve partner activation and revenue targets.

• Identify and lead joint marketing, promotional, and business development initiatives.

• Build strong executive-level relationships with partners and manage ongoing partnership governance.

• Identify opportunities to improve partner operations and collaborate with product teams to develop and implement solutions.

• Act as a trusted advisor to partners, understanding their business needs and connecting them with the appropriate internal expertise and resources.

• Conduct market research and performance analysis to identify technical, operational, and financial challenges and recommend solutions.

• Present performance findings and data-driven recommendations to partners, highlighting opportunities for growth and incremental programs.

• Coordinate cross-functional initiatives involving product, program management, legal, strategic finance, and other internal stakeholders.

• Lead contract management and negotiations for renewals, new agreements, and product cross-sell or upsell opportunities.

• Ensure partners receive effective support and access to the tools, expertise, and resources needed to achieve their business objectives.

Requirements:

• At least 7 years of experience in strategic partnerships or partner management, combining business development and account management responsibilities.

• Ideally, experience in e-commerce, online marketplaces, fulfillment, or SaaS environments.

• Demonstrated experience managing technology partnerships involving integrations, product management, program management, and business development.

• Strong contract management and negotiation skills, including experience collaborating with Legal and Strategic Finance teams on renewals and commercial agreements.

• Advanced proficiency in Excel or SQL, along with experience using Looker or other business intelligence tools.

• Strong analytical and problem-solving abilities, with a track record of addressing complex strategic challenges.

• Excellent relationship-building and stakeholder management skills, with the ability to identify mutually beneficial partnership opportunities.

• Technical aptitude and a good understanding of APIs and technology integrations.

• Entrepreneurial mindset, initiative, adaptability, and a practical approach to turning ideas into measurable outcomes.

Additional qualifications that are a plus:

• Experience working with e-commerce platforms or marketplaces, with a strong understanding of their business models and market needs.

• Familiarity with shipping, logistics, or transportation ecosystems.

• Previous experience in a fast-paced startup environment.

Benefits:

• Annual base salary ranging from $130,000 to $175,900, depending on location, experience, skills, and other relevant factors. The typical offer midpoint is approximately $153,000.

• Two US compensation ranges, with a higher range available for certain higher-cost-of-labor locations, including New York and California.

• Equity as part of the total compensation package.

• Medical, dental, and vision coverage, with 90% of premiums covered by the employer, including dependent coverage.

• Optional pet insurance coverage.

• Flexible working hours and an open, take-as-much-as-you-need vacation policy.

• One company-wide week-long winter slowdown.

• Three paid Volunteer Days Off (VTOs).

• Work-from-home stipend to support home office setup.

• Charity donation matching of up to $100.

• Professional development programs, coaching, tools, and resources, alongside an individual learning stipend.

• Opportunities to connect in person through regular team and company off-sites and local team gatherings.