As a Partnerships Lead, you’ll be a key player in helping our company grow. You’ll own the full partnerships function: activating and deepening our existing cloud provider relationships (AWS, GCP, and Microsoft Azure), building co-sell motions, expanding into new partner types and partnership tiers, and creating the program infrastructure that scales it all. Your role involves building relationships and explaining how our tech solutions can make a real difference. It’s a chance to be part of a fast-growing team and contribute to both our product and company values in a high-ownership role.
Responsibilities
Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump.
Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.
Build relationships with partner networks and drive progression through cloud partner program tiers.
Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.
Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations.
Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.
Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.
Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations.
Qualifications
3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs
Experience developing and executing partnership strategies to drive business growth
Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline
Comfort working cross-functionally with sales, marketing, engineering, and product
Ability to analyze data and metrics to inform partnership strategies and measure success
Strong negotiation and conflict resolution abilities and relationship instincts
Excellent project management and organizational skills
Willingness to travel up to 25% to meet with partners
Benefits
Competitive salary and equity
Comprehensive healthcare and dental coverage for you
401(k) plan
Generous PTO: 13 accrued days, plus company shutdown from December 24 to January 1
Free lunch and dinner at the office
Continuous learning and professional development reimbursements
Annual paid company retreat
Key team members
Ron Chatterjee
James Purchas
Quentin Tannock
Delphine Breese-Laughran
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