outset - Global Head of Partnerships
Requirements
• 8+ years in partnerships, alliances, channel, or business development, including 3+ years leading a partnerships or alliances program. • Demonstrated experience managing a partnerships or alliances program at global scale in the research, insights, or adjacent data and analytics space. • Hands-on experience across the full range of partner models: product integrations, co-sell, and resell. • An established network across panel and sample providers, research and CX technology platforms, and consultancies. • A track record of negotiating and closing complex partnership agreements, including revenue share, resell pricing, and integration commitments. • Experience building partner operations from scratch: program design, partner economics, deal registration, and pipeline reporting. • Strong cross-functional leadership—you can align Sales, Product, Marketing, Legal, and Finance behind a partner strategy. • Proven success in a fast-paced startup or high-growth environment. • Willingness to travel for partner meetings and industry events, key drivers of success for pipeline generation and expansion. • Bonus: experience with AI or research-technology partnerships, or with international partner ecosystems in EMEA and APAC.
Responsibilities
• Own Outset’s global partnerships strategy: which partners we pursue, which models we use, and how the partner channel contributes to company growth. • Build and run resell and channel programs with research agencies and panel companies, including pricing, packaging, enablement, and partner economics. • Lead technology and platform alliances: define integration priorities with Product and Engineering, negotiate agreements, and launch joint offerings and marketplace listings. • Build co-sell motions with consultancies, SIs, and platform partners—account mapping, joint pipeline, deal registration, and rules of engagement with our direct sales team. • Personally source, negotiate, and close the company’s most strategic partnership agreements. • Design the partner operating model: tiers, incentives, contracts, onboarding, certification, and partner-sourced and influenced pipeline reporting in Salesforce. • Align partner and direct motions so they reinforce each other, including clear account ownership and credit rules with Sales. • Partner with Marketing on joint go-to-market: co-marketing, events, launch campaigns, and partner content. • Bring partner and market feedback back to Product and leadership to shape roadmap and strategy.
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