Partnerships Lead
At a glance
Senior Channel & Partnerships role at Pump.co. San Francisco · no salary stated · we estimate $169,750–$253,368.
Pump.co has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Grow AWS, GCP and Azure relationships, while developing co-sell plans and opening partnerships with new partner types
- Run partner deals from finding prospects and negotiating terms through ongoing relationship reviews and results tracking
- Find and qualify partner-referred leads, then work with sales to advance opportunities toward closing
- Track partner pipeline, revenue impact, marketplace deals and program health against revenue goals and KPIs
- Coordinate with sales, marketing, engineering and product, and represent the company at industry events
What you bring
- Three to five years in business development, partnerships or sales, ideally involving cloud providers or their partner programs
- You have built partnership plans that supported growth and produced measurable pipeline from cloud provider relationships
- You have met or surpassed partnership revenue goals and can use data to assess results
Who this fits
This senior, high-ownership role suits someone ready to lead the full partnerships function and coordinate across teams. You should expect to travel to meet partners, up to a quarter of your time.
From the employer
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 compensation + equity
- Comprehensive medical and dental coverage
- 401(k) plan
- Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1
- Free lunch at the office
- Free access to the building gym
- Annual company-paid retreats
- Developmental bonuses: support for professional development tied to cloud and related fields
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