Head of Partnerships

Job Description:

• Build Roboflow's partnership strategy across distribution, customer acquisition, deployment, product adoption, and expansion
• Develop consulting firm, systems integrator, and implementation partner relationships
• Develop strategic hardware partnerships across cameras, edge compute, sensors, and related infrastructure
• Build software and technology partnerships involving integrations, co-selling, co-marketing, and strategic relationships
• Take partnerships from sourcing and business-case development through executive relationship building, negotiation, launch, and measurable results
• Create partner-sourced and partner-influenced pipeline with Sales
• Build joint go-to-market motions including co-selling, referral, marketplace, integration, and co-marketing motions
• Enable partners to sell and deploy Roboflow through collaboration with Sales, Marketing, Product, Solutions Architects, and Delivery
• Establish Partnerships operating processes for prioritization, performance measurement, pipeline management, resource allocation, and investment decisions
• Build partner onboarding and enablement programs
• Bring partner insights to Product, Engineering, Marketing, and GTM
• Establish a clear partnership strategy and focused portfolio of high-value consulting, hardware, and software relationships within the first year

Requirements:

• Personally built and owned strategic partnerships in a high-growth technology company
• Meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships
• Personally developed partnerships within consulting/SI, hardware, and software/technology ecosystems
• Comfortable operating as a senior individual contributor and personally sourcing partners, making introductions, building business cases, negotiating agreements, and driving joint opportunities
• Strong commercial orientation connecting partnership activity directly to revenue and customer outcomes
• Comfortable navigating relationships from individual contributors through senior executives
• Able to move fluidly between strategy and execution
• Highly cross-functional; able to mobilize Sales, Product, Engineering, Marketing, and Delivery
• Strong judgment in ambiguous situations and ability to prioritize time
• Especially valued: experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or another technical platform
• Especially valued: partnerships involving technology deployed into the physical world
• Especially valued: experience with global consulting firms or systems integrators
• Especially valued: existing partner network
• Especially valued: hardware relationships involving cameras, edge devices, compute, sensors, or adjacent infrastructure
• Especially valued: revenue generated through partner-sourced or partner-influenced opportunities