Director of Global Partnerships

Oriient

. Own every major partner relationship end to end, including executive sponsorship through field-level execution .

Posted 11/12/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing B2B SaaS partnerships and alliances, with a strong focus on building and scaling partner programs. Proven ability to negotiate agreements and drive partner-sourced revenue across multiple regions.

Highest-signal resume keywords

B2B SaaS PartnershipsPartner Program DevelopmentCommercial NegotiationCRM Proficiency (HubSpot)Retail Technology Background

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Partner Pipeline DevelopmentRevenue Share AgreementsDeal RegistrationPartner OnboardingJoint Business PlanningP&L AnalysisForecastingChannel Conflict ResolutionTier Criteria DefinitionSales Training

Soft Skills

Excellent CommunicationCollaboration SkillsTrust Building

Tools & Technologies

HubSpotCloud MarketplaceRetail MediaIn-Store AnalyticsLocation/IoT

Industry Keywords

OEM PartnershipsVARsRetail TechnologyGroceryHealthcareCorporate CampusEMEAAPACStartup ExperienceHigh-Growth Tech

Tech Stack

Tools & technologies

AWSAzureCloudIoT

About the role

Key responsibilities & impact

Own every major partner relationship end to end, including executive sponsorship through field-level execution
Develop joint business plans and partner pipelines
Run quarterly business reviews covering pipeline, wins, joint accounts and roadblocks
Negotiate and manage partner agreements, revenue share, SLAs and co-sell terms with Sales and Legal
Build and launch Oriient's official Partner Program across resellers/VARs, OEM/embedded partners and referral partners
Define tier criteria, partner margins, referral fees, deal registration, pricing rules, certification and MDF
Establish partner onboarding, portal and enablement kit, with a repeatable recruit, enable, co-sell and grow motion
Recruit partners to fill regional and vertical gaps across grocery, general merchandise, DIY, healthcare and corporate campus
Set rules of engagement with regional sales representatives across the US, UK/Europe and Australia/APAC
Run joint account planning and train sales representatives to position, source and close partner deals
Drive co-branded collateral, joint demos, cloud marketplace listings and shared presence at major retail shows
Own partner-sourced and partner-influenced pipeline in HubSpot, including weekly reporting, forecasting and partner P&L/ROI analysis
Report to Chris Smith, SVP Sales & GTM

Requirements

What you’ll need

8+ years in B2B SaaS partnerships, alliances or channel sales, including 3+ years leading strategic partners
Proven experience building or scaling a partner program from an early stage: tiers, economics, deal registration and enablement
Track record of partner-sourced revenue you can quantify
Experience managing partners across multiple regions (US plus EMEA and/or APAC)
Strong commercial negotiator, comfortable with revenue-share, OEM and reseller agreements
Earns the trust of direct sales reps and knows how to remove channel conflict, not create it
Disciplined CRM and forecasting habits (HubSpot preferred); familiar with MEDDICC or SPICED
US-based and authorized to work in the US; able to travel 30-40%, including internationally
Excellent communication and collaboration skills
Retail technology background is advantageous: ESL, store devices, retail media, in-store analytics, or location/IoT
Existing relationships with Vusion, Zebra, Hanshow, Google Cloud, systems integrators or retail VARs are advantageous
Cloud marketplace experience (Google Cloud, AWS or Azure private offers) is advantageous
Startup or high-growth tech experience is advantageous

Benefits

Comp & perks

Competitive salary and benefits
Flexible working hours
Remote-work options