Director of Strategic Partnerships

Nanonets is now Trail.

Thanks for being part of the journey. More soon!

About Us: Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying to act on them. It's a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they're never given the judgment a business builds up over years. We're fixing that.

Role Overview

Nanonets is building a broader partner ecosystem to expand our enterprise reach and make

partnerships a meaningful source of pipeline, revenue, and customer value.

This is a new role designed to help turn that strategy into a working partner operation.

You will work closely with Nanonets leadership and our strategic ecosystem advisor to build

and manage the programs, processes, and operating rhythm needed to support multiple types

of partners. These will include global and regional systems integrators, consulting firms,

technology partners, ERP ecosystem partners, referral partners, and other strategic

relationships.

This role is intentionally broader than a position focused on a single alliance or technology

platform. We are looking for a partnership generalist who understands how different partner

models work and can translate strategy into partner plans, enablement, joint go-to-market

activity, qualified pipeline, and revenue.

This is a hands-on builder's role. Success means creating a practical and repeatable partner

operating model while also helping a focused group of priority partners produce measurable

business results.

What You'll Do

Build the Partner Operating Model
• Help put Nanonets' partner strategy, program structure, and operating model into

practice
• Build repeatable processes for partner recruitment, evaluation, onboarding,

enablement, business planning, opportunity management, and performance reviews
• Help define how Nanonets works with different partner types, including systems

integrators, consulting firms, technology companies, referral partners, and strategic

solution partners
• Establish a consistent operating cadence, including partner plans, pipeline reviews,

executive checkpoints, and quarterly business reviews
• Create the tools, templates, and internal processes required to support the program as

it grows

Develop Priority Partnerships
• Manage the day-to-day development of a focused portfolio of high-priority partners
• Build partner-specific business plans covering target markets, customer use cases,

executive sponsorship, enablement, joint account planning, and revenue objectives
• Identify the right people within each partner organization across sales, consulting,

alliances, solution development, and executive leadership
• Turn early partner interest into clear commitments, market activity, customer

opportunities, and measurable results
• Maintain strong working relationships at both the executive and field levels

Drive Partner-Sourced Revenue
• Coordinate account mapping, joint prospecting, opportunity development, and co-sell

activity between partners and the Nanonets sales organization
• Build visibility into partner-sourced and partner-influenced pipeline
• Help partners position Nanonets within enterprise transformation, automation, finance,

operations, and supply-chain initiatives
• Support active opportunities and remove the commercial, organizational, or technical

obstacles that can slow partner-led deals
• Track partner contribution to pipeline, bookings, revenue, and strategic account

penetration

Enable and Scale
• Create practical enablement materials that help partner sellers, consultants, architects,

and delivery teams understand where Nanonets fits and how to take it to market
• Coordinate partner training, solution workshops, sales plays, use-case development, and

field activation
• Work with Marketing to develop partner campaigns, events, customer stories, and

market-facing content
• Help build repeatable solutions around high-value enterprise workflows such as

accounts payable, procure-to-pay, order-to-cash, order management, and customs

documentation
• Capture what is working in the field and use those lessons to improve the broader

partner program

Support Commercial Development
• Help develop and implement commercial models for referral, resale, services, co-sell,

managed-platform, and strategic solution relationships
• Support partnership agreements, business cases, investment decisions, and commercial

negotiations
• Understand partner economics and create structures that give both Nanonets and its

partners a clear reason to invest
• Ensure that commercial arrangements are tied to specific commitments, responsibilities,

and expected outcomes

Collaborate Cross-Functionally
• Work closely with Sales to connect partner activity to target accounts and active

opportunities
• Partner with Product and Engineering teams to communicate partner requirements and

prioritize high-value integrations and capabilities
• Coordinate with Marketing on joint positioning, campaigns, events, and market

development
• Work with Customer Success and delivery teams to support strong customer handoffs

and successful implementations
• Collaborate with Finance and Legal on commercial structures, agreements, governance,

and reporting

Requirements:

Broad Partnership Experience
• 8-12 years of experience in enterprise software partnerships, alliances, business

development, or partner-led go-to-market roles
• Experience working across more than one partner model, such as systems integrators,

consulting firms, technology alliances, ERP platforms, referral partners, or channel

relationships
• Strong understanding of how enterprise partners sell, influence customer decisions,

develop solutions, and deliver services
• Experience working with global or regional systems integrators and enterprise

consulting organizations

Proven Execution
• Demonstrated ability to take a partner strategy and turn it into practical programs,

operating processes, partner activity, and commercial results
• Experience building joint business plans, account-mapping programs, co-sell motions,

enablement programs, and partner governance
• Track record of helping partnerships generate qualified pipeline and revenue
• Ability to manage multiple partners and initiatives without losing focus on the

relationships and activities that matter most

Commercial Judgment
• Strong understanding of partner economics, incentives, commercial models, and joint

investment decisions
• Experience supporting or negotiating partnership agreements and go-to-market

structures
• Ability to evaluate whether a partnership has real commercial potential and what will be

required to activate it
• Comfortable using pipeline, revenue, enablement, and performance data to make

decisions and hold partners accountable

Executive Presence and Operating Discipline
• Strong relationship-building skills with the ability to work with senior executives, partner

leaders, sellers, consultants, and technical teams
• Clear and persuasive communicator who can explain technical capabilities in practical

business terms
• Highly organized, dependable, and comfortable managing several workstreams at once
• Willing to personally drive the details required to move a partnership forward
• Comfortable operating in a fast-growing company where the partner strategy and

operating model are still being built

Enterprise Technology Understanding
• Familiarity with AI, intelligent automation, document processing, enterprise workflows,

or related software categories

Understanding of enterprise platforms such as SAP, Oracle, Microsoft Dynamics, Infor,

and Salesforce is strongly preferred
• Knowledge of finance, operations, procurement, order management, or supply-chain

transformation is a plus

Global and Available
• Willingness to travel for partner meetings, customer engagements, planning sessions,

and industry events
• Able to work across regions and time zones while maintaining primary responsibility for

the US market

Additional Information

This is a hybrid role based in the Bay Area, California, with an expectation of working from our

Palo Alto, CA office twice each week.

The anticipated base salary range for this position is $240,000-$350,000 per year. Final

compensation will be determined based on location, relevant experience, qualifications, and

the compensation of employees in similar positions. The overall package may also include

performance-based compensation, equity, and company benefits.