Alliances Partner Lead - Matterport - Arlington

Description

• Develop a strong understanding of the partners' positioning and value to Matterport in order to prioritize alliance partners and enable partner growth.
• Run regular strategy sessions with existing strategic partners to drive alignment and up-leveling of the partnership.
• Formulate and own GTM partnership planning and manage partner relationships within partner portfolio to generate pipeline and bookings.
• Develop a prospecting list to pursue new partners for increased market differentiation and positioning.
• 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.
• Measure and evaluate partnership performance for prioritization planning.
• Collaborate with partner marketing on collateral, enablement materials, and events.
• Report and forecast on pipeline, revenue and engagement metrics monthly, quarterly and annually.
• Support and enable sales by defining best practices for partner collaboration and outlining key partners by segment, vertical and use case.
• Develop partner relationship mapping strategy to create partner, sales and marketing alignment across organizations.
• Influence senior management and executive leadership internally and within partner organizations.
• Develop a strong understanding of Matterport’s unique propositions and vertical strategy and apply them to an annual & quarterly partner strategy for each partner.
• Work with Sr. Director Alliances & BD on overall partner strategy, which includes the development of playbooks to scale processes for the partner portfolio.
• Identify key business units and critical path stakeholders in each partnership organization to grow, nurture and form key champion relationships within each.

Requirements

• Proven ability to operate in a collaborative, cross-functional team environment, contributing with solutions to drive consensus and reach key decisions
• Own financial modeling, TAM analysis, pricing and profitability forecasting for assigned partner portfolio.
• Comfortable with ambiguity and adept at solving problems creatively; can quickly pivot and adjust to evolving priorities
• Bachelor's degree from an accredited, not-for-profit University or College
• Minimum of 6+ years of business development, sales or product strategy experience and/or MBA graduate with 4+ years of prior BD/partner experience
• Strong personal initiative with proven ability to execute with little supervision and adapt to a fast-paced, constantly changing environment
• SaaS Acumen in 3D, spatial data or platform products
• Ability to financially project ROI on field initiatives and efforts
• 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
• Capable of following, influencing and executing on operations and processes within a partner organization
• This position may involve up to 15% travel domestically
• A track record of commitment to prior employers
• Experience working within any of the following partnerships or partner types: Salesforce, AWS, Google, GSIs, SIs, or consulting firms
• Technical acumen and background in sales, partnerships and/or BD
• Proven ability to navigate partner organizations, identify stakeholders and reliably engage and grow relationships and initiatives with key partner stakeholders and business units
• Background in managing partner integration and co-selling with partners
• Experience working with or for enterprise SaaS companies
• Experience in prospecting and leading the discovery and evaluation of new partners, advancing from discovery stage to negotiations between internal/external stakeholders
• Excellent written and verbal communication skills, including strong presentation skills

Benefits

• Complimentary in office gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks
• On-site fitness center and/or reimbursed fitness center membership costs (location dependent)
• Commuter and parking benefits
• Tuition reimbursement
• Paid time off
• Employee stock purchase plan
• Virtual and in person mental health counseling services for individuals and family
• Access to CoStar Group’s Culture Employee Resource Groups
• 401(K) retirement plan with matching contributions
• Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug Life, legal, and supplementary insurance

Training + Development

Interview process

Visa Sponsorship

Security clearance