VP Business Development & Partnerships  

A) Growth & Partnership Strategy

• Define partnership strategy by segment (enterprise, channel, technology, strategic alliances).
• Prioritize target partners based on market size, distribution leverage, and strategic fit.
• Design annual and quarterly partnership plans with measurable outcomes.

B) Pipeline & Deal Execution

• Build a high-quality pipeline of strategic deals.
• Lead complex negotiations (commercial terms, service levels, exclusivity, pricing, co-marketing).
• Close high-value multi-stakeholder deals with clear economics and implementation plans.

C) Partnership Commercial Model

• Develop partnership business cases and financial models (revenue share, margin, CAC payback, ramp timing).
• Ensure each deal has a clear profitability path and manageable delivery risk.
• Work with Finance/Legal to maintain healthy contract structures and compliance.

D) Enterprise Relationship Management

• Build C-level relationships across current and prospective strategic accounts.
• Run executive business reviews (QBRs/MBRs) with key partners.
• Identify upsell, cross-sell, and expansion opportunities.

E) Internal Cross-Functional Leadership

• Align Product, Operations, Customer Success, and Engineering for successful partner onboarding and rollout.
• Translate market feedback into product roadmap priorities.
• Define clear handoff between BD, Sales, and Account Management.

F) Operating Cadence & Team Building

• Implement partnership CRM governance, forecasting, and weekly pipeline reviews.
• Hire, coach, and develop BD/Partnership managers as needed.
• Build standardized materials: partner pitch, solution deck, ROI calculator, due-diligence checklist.

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KPIs / Success Metrics

• Partnership-sourced ARR / revenue
• Number of strategic partnerships signed (by tier)
• Time-to-close and deal conversion rate
• Gross margin of partnership deals
• Revenue concentration reduction (e.g., top customer share)
• Expansion revenue from partners/accounts
• Forecast accuracy and pipeline coverage ratio

• 10+ years in B2B enterprise sales, partnerships, or business development
• Proven track record closing complex strategic deals
• Strong commercial and financial modeling skills
• Excellent executive communication and negotiation ability
• Experience leading cross-functional initiatives from 0→1 and scaling
• Familiarity with regulated or enterprise procurement-heavy environments is a plus

Preferred

• Experience in SaaS / field operations / logistics / telematics / enterprise digital transformation
• Existing network in target industries
• Experience with multi-entity or cross-border commercial structures