Director of Strategic Partnerships

About the role

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 role owns the end to end strategy and execution of the partner program, translating high level strategy into a practical and repeatable operating model. You will design and manage the processes for partner recruitment, onboarding, enablement, and performance management across a diverse portfolio of partners. Success requires building strong relationships at both executive and field levels while coordinating co selling, joint planning, and pipeline development. You will ensure that partner activities directly contribute to measurable business results and reinforce Nanonets' position as the leading platform for complex business process automation.

Key facts

What you'll do

• Help put Nanonets' partner strategy, program structure, and operating model into practice across a diverse set of partner types.
• Build repeatable processes for partner recruitment, evaluation, onboarding, enablement, business planning, opportunity management, and performance reviews.
• Define how Nanonets collaborates with systems integrators, consulting firms, technology partners, ERP ecosystem partners, and referral 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 partner program as it scales.
• Manage the day to day development of a focused portfolio of high priority partners aligned with strategic enterprise workflows.
• Build partner specific business plans that cover target markets, customer use cases, executive sponsorship, enablement, joint account planning, and revenue objectives.
• Identify and engage the right people within partner organizations across sales, consulting, alliances, solution development, and executive leadership.
• Turn early partner interest into clear commitments, market activity, customer opportunities, and measurable results.
• 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 and track progress against agreed targets.
• Help partners position Nanonets within enterprise transformation, automation, finance, operations, and supply chain initiatives.
• Support active opportunities and remove commercial, organizational, or technical obstacles that slow partner led deals.
• Track partner contribution to pipeline, bookings, revenue, and strategic account penetration with clear reporting.
• Create practical enablement materials that help partner sellers, consultants, architects, and delivery teams understand how to take solutions 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.
• Capture lessons from the field and use them to continuously improve the broader partner program and product positioning.

Requirements

• You have a track record of building and scaling partner programs in enterprise software or related technology sectors.
• You understand how different partner models, such as referral, resell, services, and co sell, operate in practice and how to structure them for success.
• You are comfortable working with complex business processes like accounts payable, order management, and supply chain, and you know why accuracy and system of record integration matter.
• You have experience aligning internal stakeholders and external partners around joint business plans, pipelines, and performance metrics.
• You can translate strategic vision into practical operating models that field teams can execute without constant direction.
• You have strong judgment for prioritizing partner investments and focusing resources on the highest impact opportunities.
• You communicate clearly with both technical and executive audiences, explaining value, integration points, and commercial rationale.
• You are comfortable using data to evaluate partner performance, identify bottlenecks, and drive improvements in the partner ecosystem.

Nice to have

• Experience with unstructured data, automation platforms, and document processing solutions.
• Familiarity with enterprise sales motions in large organizations and the SAP or Salesforce ecosystems.
• Background in building and managing referral or reseller networks at scale.

Practical notes

Full time position based in the Palo Alto Office.

Deadline

Apply as soon as possible to ensure full consideration.