Director of Partnerships

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Custora is growing fast, and we're looking for a talented Director of Partnerships to expand on the great partnerships we’ve already created while implementing a successful strategy to identify and cultivate new technology and channel partners. You will be joining a small team that moves fast, and you'll own both strategy and execution for Custora’s partner program.

In this role, you’ll prioritize potential relationships, onboard partners, and drive new business opportunities from those partnerships. Over time, you will build out a team to manage an ecosystem of partners and establish alliances that support Custora’s business in the US and globally. The right approach will combine aspects of business development, sales, integration, training, team building and mentorship. A successful candidate already has a proven track record of sustained growth managing a diverse set of partners (and potentially a team of Channel managers).

What it’s like to work here:

  • On Monday we eat and meet as a team to chat projects and progress.
  • We’re 40+ genuinely nice people. We work together (to varying degrees) and experiment with (figure out) how to do things. It’s an amazing environment to both explore your professional interests and shape your career trajectory.
  • We move quickly. You build something and the next day it comes to life. You see and feel an immediate impact with the collective efforts of the team.
  • We’re building a company and a team we love and we’re in it for the long run.
  • We work by a set of core values.

Custora is an equal opportunity employer. We value diversity. We don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, marital status, veteran status, disability status, or socioeconomic status.

How you might spend a typical day

  • Partner Demand Generation: You will coordinate and execute brand building and lead generation programs with key partners (marketing agencies, software companies, strategic consulting firms, etc.). Programs will include joint events (dinners, lunches, webinars, parties), guest blog posts, content syndication, and direct outreach to the sales teams in partner organizations.
  • New Partner Development: You will create a framework for evaluating new potential relationships, and prioritize relationship building with key companies you can develop into Custora advocates. You’ll also work closely with our Product team to define opportunities to enhance Custora’s capabilities and extend the reach of our insights and increase their impact.
  • Results Tracking and Optimization: You'll establish KPIs to monitor the impact of your partner business development efforts, measuring engagement, lead generation, and closed won deals. You’ll be a key partner to Sales, Product and Customer Success, and report on the partner channel at company meetings.
  • Partner Sales Materials: You will be creating the materials that our partners use to sell Custora, including establishing the joint value proposition and creating one page overviews, sales presentation slides, and joint case studies.
  • External Positioning and Coordination: You will be the face of Custora for our partners, managing training, logistics, and management of of joint efforts to reach great companies. You will represent Custora at industry functions and forums, and champion us in the marketplace.

Qualifications (Or what we're looking for)

  • B2B Partnerships: 5-10 years of experience working in fast-paced technology environments, preferably B2B SaaS start-ups, in a partner development & management role. Marketing technology or consulting experience is a plus. You deeply understand partnership pipeline management and the lifecycle of demand generation and MQL/SAL creation in the partner channel.
  • Analytical and communication: You are highly analytical with incredible communication skills; making intricate technical issues easy to comprehend comes naturally to you. You enjoy learning about how something works, and you think creatively about about how software and technology solutions have the power to enhance each other.
  • Results-oriented: You obsess over measurement and you are driven by the excitement of a new deal. You understand people. You think about the motivations of others and how to create mutually beneficial goals. You have experience managing complex, contractual relationships that create joint value.
  • Organization and deadline orientation: You hate the thought of anything slipping through the cracks. Maybe you had a slipping-through-the-cracks experience in second grade when you forgot it was your day for Show & Tell, and the memory still haunts you. Spreadsheets, checklists, and words such as “thorough” are your comfort food. Your desk is probably organized, and it probably confuses the heck out of you that some of your friends find ways to be productive in a state of disorganized chaos.
  • Resourceful and gets stuff done: You have a way of making things happen even if it seems impossible - like pulling off a home-cooked dinner party for 30 people with 45 different dietary restrictions at your place at a week's notice - while making it all seem easy.
  • Persistence: You’ve probably been called “obsessed” once or twice as you’ve pursued a personal interest. When you latch onto something you care about, you don’t let off the gas until it’s done.You are not afraid to be aggressive and to reach out to people you don't know, you know how to work with sales and can craft a compelling value proposition, and you are looking for new ways to put these skills to work.

Benefits:

  • Competitive salary and meaningful equity
  • Health, dental and vision insurance (100% covered)
  • Free lunch every day, plus free water — hot and cold!
  • Unlimited vacation: take as much time as you need, we recommend 3 weeks per year at minimum.
  • Monthly unlimited MetroCard.

To Apply

If you see yourself in the above descriptions, we’d love to chat. Please submit:

1. your resume

2. a cover letter

3. answers to the below questions

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Location

We're a skip from Bryant Park in the heart of the Garment District, with easy access to all the trains and an outdoor terrace overlooking Manhattan.

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