Director of Partnerships

Job Description:

• Design and execute Buzz Solutions' go-to-market partner strategy and execution
• Own partner-generated revenue, pipeline, forecast, and closed ARR
• Build a repeatable partner motion in the United States and open Canada as the first international market
• Define partnership categories and priorities, evaluate and sign partners, and make partnerships technically viable
• Enable partner sellers and delivery teams to sell, implement, and support PowerAI independently
• Work opportunities alongside direct and partner sellers from qualification through close
• Define and enforce rules of engagement, deal registration, and margin structures
• Turn the existing Esri integration into a formal, listed, jointly sold alliance, then do the same for IBM Maximo
• Own hyperscaler marketplace transactability and co-sell initiatives
• Build reference architectures and joint solution briefs
• Develop partner sales narratives, objection handling, business cases, ROI tools, demo certification, and technical curricula
• Build a tiered certification program and services multiplier over time
• Determine international expansion sequencing and lead partner-led market entry
• Serve as an individual contributor initially, with an expected path to building a partner organization in year two

Requirements:

• Built a partner ecosystem from near zero at an early-stage or scaling B2B software company
• Carried and hit a number through partners, with accountability for partner-sourced pipeline and closed revenue
• Experience selling into slow, regulated, procurement-heavy enterprises; utilities specifically is a strong advantage, with adjacent regulated infrastructure experience applicable
• Technical fluency in data flows between capture providers, platforms, GIS, and EAM systems; ability to identify enterprise-scale integration failures
• Built sales and technical enablement materials personally, including partner pitch narratives, ROI models, demo certification, and delivery curriculum
• Negotiated referral, resell, white-label, and OEM partner commercial structures, including margins, discounts, deal registration, data rights, and liability, with legal
• Comfortable working as an individual contributor in an ambiguous, resource-constrained environment
• Must be authorized to work in the United States; Buzz Solutions does not provide sponsorship for work authorization in the United States