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Matterport · 8 hours ago

Alliances Partner Lead - Matterport - Arlington

Arlington, VA

Full-time

Onsite

Senior Level

$143K/yr - $168K/yr

6+ years exp

Matterport is leading the digital transformation of the built world with its spatial computing platform. The Alliances Partner Lead will be responsible for executing partnership strategies to drive adoption and manage relationships with critical partners, ensuring alignment with sales and marketing initiatives.

3D TechnologyCloud ComputingData VisualizationPropTechVirtual Reality

No H1B

Responsibilities

Generate and manage partner qualified leads and pipeline through presentations, partner events, leading enablements & strategic initiatives quarterly with and to partners, resulting in achieving yearly OKRs

Formulate and own GTM partnership planning and manage partner relationships within partner portfolio to generate pipeline and bookings

Influence senior management and executive leadership internally and within partner organizations

Develop partner relationship mapping strategy to create partner, sales and marketing alignment across organizations

Own financial modeling, TAM analysis, pricing and profitability forecasting for assigned partner portfolio

Report and forecast on pipeline, revenue and engagement metrics monthly, quarterly and annually

Develop a strong understanding of Matterport’s unique propositions and vertical strategy and apply them to an annual & quarterly partner strategy for each partner

Develop a strong understanding of the partners' positioning and value to Matterport in order to prioritize alliance partners and enable partner growth

Measure and evaluate partnership performance for prioritization planning

Identify key business units and critical path stakeholders in each partnership organization to grow, nurture and form key champion relationships within each

Run regular strategy sessions with existing strategic partners to drive alignment and up-leveling of the partnership

Support and enable sales by defining best practices for partner collaboration and outlining key partners by segment, vertical and use case

Develop a prospecting list to pursue new partners for increased market differentiation and positioning

Collaborate with partner marketing on collateral, enablement materials, and events

Work with Sr. Director Alliances & BD on overall partner strategy, which includes the development of playbooks to scale processes for the partner portfolio

Qualification

Business developmentPartner relationship managementFinancial modelingSaaS experienceAnalytical skillsCommunicationProblem-solvingCollaboration

Required

Bachelor's degree from an accredited, not-for-profit University or College

A track record of commitment to prior employers

Minimum of 6+ years of business development, sales or product strategy experience and/or MBA graduate with 4+ years of prior BD/partner experience

Proven ability to navigate partner organizations, identify stakeholders and reliably engage and grow relationships and initiatives with key partner stakeholders and business units

Proven ability to operate in a collaborative, cross-functional team environment, contributing with solutions to drive consensus and reach key decisions

Analytically minded with an understanding of how to optimize partnerships using a metrics-driven approach and the ability to build partner go-to-market strategies

Ability to financially project ROI on field initiatives and efforts

Capable of following, influencing and executing on operations and processes within a partner organization

Strong personal initiative with proven ability to execute with little supervision and adapt to a fast-paced, constantly changing environment

Excellent written and verbal communication skills, including strong presentation skills

This position may involve up to 15% travel domestically

Preferred

Technical acumen and background in sales, partnerships and/or BD

Experience working with or for enterprise SaaS companies

Experience working within any of the following partnerships or partner types: Salesforce, AWS, Google, GSIs, SIs, or consulting firms

SaaS Acumen in 3D, spatial data or platform products

Comfortable with ambiguity and adept at solving problems creatively; can quickly pivot and adjust to evolving priorities

Experience in prospecting and leading the discovery and evaluation of new partners, advancing from discovery stage to negotiations between internal/external stakeholders

Background in managing partner integration and co-selling with partners