Director of Partnerships

Buzz Solutions

. Design and execute Buzz Solutions' go-to-market partner strategy and execution .

Posted 10/12/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and executing go-to-market partner strategies, with a strong focus on partner-generated revenue and technical enablement. Proven ability to develop sales narratives, certification programs, and manage partnerships in regulated industries, particularly utilities.

Highest-signal resume keywords

Partner Ecosystem DevelopmentRevenue Pipeline ManagementTechnical Enablement Materials CreationNegotiation of Partner Commercial StructuresExperience in Regulated Industries

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Go-To-Market StrategyPartner Revenue ManagementSales EnablementROI ModelingIntegration Failure IdentificationDeal RegistrationMargin Structure DefinitionTechnical Curriculum DevelopmentSales Narrative DevelopmentCertification Program Building

Soft Skills

Individual ContributorAdaptabilityProblem SolvingCollaboration

Tools & Technologies

PowerAIEsriIBM MaximoGIS SystemsEAM Systems

Industry Keywords

B2B SoftwareUtilitiesRegulated IndustriesProcurement ProcessesPartner Motion

About the role

Key responsibilities & impact

Design and execute Buzz Solutions' go-to-market partner strategy and execution
Own partner-generated revenue, pipeline, forecast, and closed ARR
Build a repeatable partner motion in the United States and open Canada as the first international market
Define partnership categories and priorities, evaluate and sign partners, and make partnerships technically viable
Enable partner sellers and delivery teams to sell, implement, and support PowerAI independently
Work opportunities alongside direct and partner sellers from qualification through close
Define and enforce rules of engagement, deal registration, and margin structures
Turn the existing Esri integration into a formal, listed, jointly sold alliance, then do the same for IBM Maximo
Own hyperscaler marketplace transactability and co-sell initiatives
Build reference architectures and joint solution briefs
Develop partner sales narratives, objection handling, business cases, ROI tools, demo certification, and technical curricula
Build a tiered certification program and services multiplier over time
Determine international expansion sequencing and lead partner-led market entry
Serve as an individual contributor initially, with an expected path to building a partner organization in year two

Requirements

What you’ll need

Built a partner ecosystem from near zero at an early-stage or scaling B2B software company
Carried and hit a number through partners, with accountability for partner-sourced pipeline and closed revenue
Experience selling into slow, regulated, procurement-heavy enterprises; utilities specifically is a strong advantage, with adjacent regulated infrastructure experience applicable
Technical fluency in data flows between capture providers, platforms, GIS, and EAM systems; ability to identify enterprise-scale integration failures
Built sales and technical enablement materials personally, including partner pitch narratives, ROI models, demo certification, and delivery curriculum
Negotiated referral, resell, white-label, and OEM partner commercial structures, including margins, discounts, deal registration, data rights, and liability, with legal
Comfortable working as an individual contributor in an ambiguous, resource-constrained environment
Must be authorized to work in the United States; Buzz Solutions does not provide sponsorship for work authorization in the United States