Partnerships, Strategic Partner Lead

About the role

Watershed is seeking a Strategic Partner Lead to expand our North American partner network. This role involves developing new business opportunities and ensuring client success through collaborations with major consultants and system integrators. You will work closely with the Head of Partnerships and various internal teams to achieve scalable results. The position requires a proactive mindset to identify and capitalize on emerging trends within the ecosystem. You will be responsible for translating high-level strategic goals into actionable plans for partner teams. Success in this role will be defined by your ability to foster strong, trust-based relationships with key stakeholders. You will play a critical role in driving revenue growth through structured and scalable collaboration frameworks. This is an opportunity to shape the future of how Watershed engages with the market through strategic alliances.

Key facts

What you'll do

• Grow Watershed's partner ecosystem in North America, aligning new opportunities with commercial and product goals.
• Manage the entire partnership lifecycle, from defining terms and executing agreements to onboarding and ensuring partner success.
• Generate sales pipeline directly through identified partnerships, using this as a key performance metric.
• Advise Sales, Customer Success, and Product teams to pinpoint high-impact revenue opportunities and shape future income streams.
• Develop and execute co-branding and co-marketing initiatives that drive customer acquisition and measurable growth.
• Analyze partnership performance data to optimize strategies and improve return on investment for all parties involved.
• Build and maintain strategic relationships with influential system integrators and consulting firms across the region.
• Identify gaps in the current market approach and propose new partnership structures to address them effectively.
• Collaborate with legal and finance teams to ensure compliance and alignment with corporate standards in all agreements.
• Spearhead the design of partner enablement programs that equip collaborators with the tools they need for success.
• Lead cross-functional workshops to align internal stakeholders on partnership objectives and execution plans.
• Evaluate potential partners based on strategic fit, market reach, and ability to drive mutual long-term value.
• Create detailed business cases for new partnerships, outlining risks, opportunities, and expected outcomes.
• Serve as the primary point of contact for key partners, ensuring communication is clear and objectives are transparent.

Requirements

• Extensive background in Business Development and Partnerships, specifically with ecosystem partnerships.
• Proven track record of building and scaling partnerships with global system integrators.
• Deep understanding of revenue models and incentives for designing effective partner programs.
• Demonstrated ability to collaborate with cross-functional go-to-market and customer teams to deliver measurable business outcomes.
• Experience with co-branding and co-marketing initiatives to drive customer acquisition and growth.
• Ability to contribute strategically while also executing hands-on tasks, especially in a growing company environment.
• Strong experience in negotiating complex agreements and managing multiple stakeholders simultaneously.
• A history of working in fast-paced, high-growth environments where adaptability is essential.
• Excellent written and verbal communication skills to articulate value propositions to executive audiences.
• Proficiency in using partnership management tools and CRM platforms to track progress and performance.
• Commitment to maintaining confidentiality and handling sensitive information with professionalism.
• Willingness to travel domestically for key partner meetings and industry events as required.
• Demonstrated leadership skills in managing relationships and influencing without direct authority.
• Readiness to engage in problem-solving and remove obstacles that hinder partner success.
• Alignment with Watershed's mission and values, with a focus on transparency and collaboration.

Nice to have

Preferred experience in the climate or sustainability technology sector.

Background working with enterprise software or data platforms.

Familiarity with environmental reporting standards and regulatory landscapes.

Understanding of SaaS metrics and subscription-based revenue models.

Experience managing channel partners or referral networks.

Practical notes

• This is a hybrid role requiring 4 days per week in the New York City office.
• The interview process typically begins with 1-2 conversations to discuss your background and interests. Subsequent steps may include a skill-based interview and a virtual or in-person panel.
• Watershed offers accommodations for candidates with disabilities, long-term conditions, mental health needs, religious observances, neurodivergence, or pregnancy-related support. Contact your recruiter for assistance.