Strategic Partnerships Leader

Aurigo is hiring a Strategic Partnerships Leader to build and scale a partner ecosystem that delivers measurable revenue across North America. This is a builder's seat: you will decide where partnerships matter, stand them up from zero, and convert them into pipeline, closed-won deals, and new market access. You will work shoulder-to-shoulder with Sales, Product, and Marketing leadership to make partnerships an accountable, repeatable growth engine - not a relationship function. You will own a number, a portfolio, and a point of view. What You Will Own Define Aurigo's partnership strategy across 2-3 high-leverage archetypes: System integrators serving public sector and infrastructure markets Technology and integration partners that extend the platform Select channel and advisory partners with route-to-market leverage Prioritize ruthlessly based on revenue potential, market access, and strategic defensibility - and say no to the rest. 2. Partner Acquisition & Commercial Structuring Identify, qualify, and close high-impact partners end-to-end. Build joint business cases and value propositions that articulate clear, mutual upside. Structure commercial models (co-sell, resale, referral, integration-led) tailored to each partner's GTM. Ensure every partnership has a defined path to revenue before it is signed. 3. Revenue Ownership Carry a defined partner-sourced and partner-influenced revenue target. Drive co-sell motions in lockstep with Sales leadership. Track pipeline contribution, conversion, and deal velocity by partner. Course-correct or exit partnerships that aren't producing - actively manage the portfolio for output. 4. Partner Enablement & Activation Build onboarding, certification, and enablement frameworks designed to scale. Equip partners to independently position, demo, and sell Aurigo. Drive the activation - pipeline - revenue progression with clear leading indicators. 5. Performance & Governance Establish operating cadence: QBRs, pipeline reviews, and partner scorecards. Measure partner ROI, productivity, and strategic contribution. Continuously rationalize the portfolio - optimize for output, not logo count. 6. Cross-Functional Leadership Serve as the connective tissue across Sales, Product, and Marketing. Align GTM motions so partner leverage compounds rather than competes with direct sales. Influence product roadmap with ecosystem and market signals. What Success Looks Like Revenue: measurable partner-sourced and partner-influenced revenue against target. Pipeline: a healthy co-sell pipeline with consistent conversion and predictable velocity. Activation: high partner activation and productivity rates across active partnerships. Market access: demonstrable entry into new markets, segments, or buyer profiles through partners. Operating model: a documented, scalable partner operating model the company can grow into What We're Looking For 8-12 years in partnerships, alliances, or business development in B2B SaaS or enterprise software. Proven track record of building partnerships that delivered real, attributable revenue - not just logos. Strong commercial judgment: you can structure deals, negotiate trade-offs, and drive outcomes. Deep fluency in enterprise sales cycles and co-sell motions. Comfort operating in ambiguity and building zero-to-one. Strong stakeholder influence across functions and leadership levels. Experience in fast-scaling, execution-focused environments. Nice to Have Experience in public sector, infrastructure, or capital program ecosystems. Background in SI-led or enterprise channel-driven GTM models. Familiarity with CRM and partner management tools (Salesforce, PRMs). How We'll Evaluate You A clear point of view on where partnerships create leverage - and where they don't. Concrete examples of partnerships you built that produced attributable revenue. Evidence of commercial rigor: deal structures, scorecards, and decisions to exit underperformers. Demonstrated ability to influence Sales, Product, and Marketing without owning them. #J-18808-Ljbffr Aurigo Software Technologies