Strategic Partnerships Lead (UK/US)

Job Description:

About Tradeshift

Tradeshift is the cloud-based supply chain platform that transforms the way B2B buyers and sellers connect, transact and trade. We’re a leader in e-invoicing and AP automation, offering tools for compliant e-invoicing in 50+ countries, including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network. Tradeshift’s vision is to connect every company in the world, creating economic opportunity for all. Today, the Tradeshift platform is home to a rapidly growing community of buyers and sellers operating in more than 190 countries. 

Tradeshift connects and empowers B2B commerce across global supply chains. We help B2B buyers and sellers grow together through technology that ensures every business has the access and tools they need to benefit fully from digital global trade. We’re a leader in e-invoicing and AP automation, offering full international compliance in 50+ countries including China. We’re also an innovator in B2B marketplaces and embedded fintech services that bring value, opportunity and growth to any business that joins the network. 

About The Role

The Strategic Partnerships Lead will complement the existing Sales team to further expand our network. You are responsible for the execution and management of our partners.

Responsibilities

• Proactive activities to acquire new partners that will assist in Tradeshift's go-to-market activities 

• Develop and execute a regional plan for partners, based on the partner strategy of Tradeshift 

• Explain the Tradeshift value proposition to existing Tradeshift partners and potential partners 

• Management of partners, system integrators and consulting companies  

• Define and execute business development activities with each partner based on defined plans and goals 

• Build long-term relationships with partners 

• Work with various types of organisations that can be partners of Tradeshift: advisory firms, system integrators, and BPO-type organisations 

• Work closely with the sales team to deliver maximum potential through opportunities identified by partners and the wider advisory/SI ecosystem 

• Define and orchestrate go-to-market activities with Tradeshift commercial teams, working closely with Tradeshift partners 

• Acting as Tradeshift trusted advisor to partners and providing guidance to Tradeshift commercial teams when working with partners 

• Carrying out monthly and quarterly account reviews, plus alliances quarterly business reviews within Tradeshift 

• Sales and technical enablement plans developed and then executed in conjunction with colleagues

• Provide feedback to Tradeshift product and marketing teams through capturing market requirements and trends from discussions with partners 

• This role is accompanied by a willingness to travel.

Skills and experience:

• At least 5 years of experience in the implementation team of SI or a consulting firm or in the management of SI, VAR or other channel partners for a SaaS company. 

• Excellent written and oral communication skills 

• You are committed, work independently, and love the challenge 

• Experience in dealing with partners at a leadership level, including C-suite executives 

• Experience in building strategic relationships, increasing sales and aligning goals with partners, but also making things happen on a day-to-day basis 

• Good understanding of the complexity of the partner management process, both externally in the partner organisation and also how partners should work with Tradeshift 

• Ability to find solutions to problems and conflicts 

• Good negotiating skills 

• Knowledge of business software solutions 

• Ability to take advantage of sales opportunities, understanding enterprise sales approach