Partnerships Lead

<p><span style="font-size: 12pt;">As a <strong>Partnerships Lead,</strong> you’ll be a key player in helping our company grow. You’ll own the full partnerships function: activating and deepening our existing cloud provider relationships (AWS, GCP, and Microsoft Azure), building co-sell motions, expanding into new partner types and partnership tiers, and creating the program infrastructure that scales it all. Your role involves building relationships and explaining how our tech solutions can make a real difference. It’s a chance to be part of a fast-growing team and contribute to both our product and company values in a high-ownership role.</span></p> <h3><span style="font-size: 12pt;"><strong>Responsibilities</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and execute strategic cloud partnerships to drive business growth and expand market presence for Pump.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Manage the full partnership lifecycle, from identification and negotiation to ongoing relationship management and performance evaluation.&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Build relationships with partner networks and drive progression through cloud partner program tiers.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Source and qualify partner-referred leads; work closely with sales to hand off and support opportunities through close to achieve partnership revenue targets and KPIs.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Achieve partnership revenue targets and KPIs, while continuously identifying new market opportunities through partner collaborations.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Own the metrics: partner-sourced pipeline, influenced revenue, marketplace deal flow, and partner program health.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Collaborate with internal teams (sales, marketing, product) to align partnership initiatives with company goals and ensure successful implementation.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Serve as the primary point of contact for partners, representing Pump at industry events and providing regular collaborations.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Qualifications</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">3-5 years in business development, partnerships, or sales roles, preferably in cloud or with AWS, GCP, or Azure partner programs</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Experience developing and executing partnership strategies to drive business growth</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Proven track record of meeting or exceeding partnership and revenue goals and turning cloud provider partnerships into measurable pipeline</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Comfort working cross-functionally with sales, marketing, engineering, and product</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Ability to analyze data and metrics to inform partnership strategies and measure success</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Strong negotiation and conflict resolution abilities and relationship instincts</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Excellent project management and organizational skills</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Willingness to travel up to 25% to meet with partners&nbsp;</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Benefits</strong></span></p> <ul> <li>Competitive compensation + equity</li> <li>Comprehensive medical and dental coverage</li> <li>401(k) plan</li> <li>Generous paid time off, including 13 days of accrued PTO, 9 sick days, all 11 federal holidays, and a company-wide winter break from December 24 through January 1</li> <li>Free lunch at the office</li> <li>Free access to the building gym</li> <li>Annual company-paid retreats</li> <li>Developmental bonuses: support for professional development tied to cloud and related fields</li> </ul>