Eligibility / Qualification Required:
KEY RESPONSIBILITIES- Own and deliver against pipeline generation and bookings targets tied to alliance-sourced and alliance-influenced revenue.
- Define, launch, and operationalize a tiered partner program that includes resellers, technology partners, OEMs, integrators, and design firms.
- Identify, cultivate, and drive strategic partnerships with large ecosystem players (e.g., Nvidia, Jabil, Carnegie Robotics) to embed FORT into their platforms and go-to-market motions.
- Build and maintain a structured portfolio of potential and active partners; stratify focus based on actual pipeline momentum, bookings contribution, and strategic alignment.
- Develop distribution partners in regions where FORT does not have direct sales coverage, starting with priority international markets.
- Collaborate closely with Sales, Product, and Marketing to align partner programs with FORT’s product roadmap, pricing strategy, and customer success model.
- Establish partner enablement infrastructure: onboarding, training, co-marketing, deal registration, and performance tracking.
- Report regularly on alliance KPIs — partner-sourced pipeline, bookings, deal velocity, and program ROI — to the CRO and leadership team.
REQUIRED QUALIFICATIONS- 6–10 years of experience in B2B alliances, channel sales, or strategic partnerships, with direct ownership of partner-sourced revenue targets.
- Demonstrated track record of meeting or exceeding alliance bookings and pipeline targets in a growth-stage or scaling environment.
- Experience in electronics, robotics, industrial automation, automotive, or adjacent hardware/software sectors.
- Strong ability to build relationships at the executive level with partners ranging from startups to Fortune 500 companies.
- Data-driven mindset with fluency in pipeline analytics, partner scorecards, and KPI-based program management.
- Proficiency with AI productivity tools (e.g., Claude, ChatGPT) as part of daily business workflows.
PREFERRED QUALIFICATIONS- Deep domain expertise in robotics, autonomous systems, or functional safety.
- Experience building a partner program from scratch or restructuring an underperforming one.
- Existing relationships with OEMs, integrators, or technology partners in FORT’s target verticals (defense, logistics, construction, agriculture).
- Familiarity with channel/alliance tooling such as Salesforce PRM, Crossbeam, or partner management platforms.
Compensation & BenefitsThe base salary for this position ranges from $180,000-$195,000 based on qualifications, experience, and the level at which the candidate is hired. Total compensation may also include additional incentives and benefits.
How to Apply:
Apply through the official Startup Jobs application flow.
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