Partnerships, strategic partner lead

About Watershed

Watershed is the enterprise sustainability platform. Companies like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens use Watershed to manage climate and ESG data, produce audit-ready metrics for voluntary and regulatory reporting including CSRD, and drive real decarbonization. We are looking for team members who love product-building, want to work hard at a mission-oriented startup, and will collaborate with us in shaping the culture of a growing team.

We have offices in San Francisco, New York, Denver, London, Paris, Berlin, Sydney, Mexico City, and remote team members across the US and Europe. We hope that you'll be interested in joining us!

The role

Watershed’s strategic partners help the world’s largest corporations advance their climate programs from data to action. Our Partnership leads play a critical role in sourcing, designing, and managing these partnership opportunities to ensure transformative sustainability outcomes for our customers.

We are at a high-growth phase, and this senior role will lead end-to-end partnerships for our largest North American advisory, services and systems integrator partners. By evaluating and refining our top partnership opportunities, sourcing and designing optimal co-sale models, and ensuring clear, effective cross-team collaboration, this role will oversee a critical channel for expanding and empowering our category-leading customer base.

We are looking for an experienced, creative and entrepreneurial individual who combines strategic vision with operational know-how to drive scalable results through collaboration with both external partners and internal teams. You’ll work directly with our Head of Partnerships along with cross-functional teams including Sales, Product, Legal and Finance. Your role will focus on ensuring both new business development and successful customer outcomes with established and deeply strategic North American partners, including the industry’s largest consultants and SI partners.

This role is based in our New York office. San Francisco-based or remote candidates will be considered on a case-by-case basis.

You will:

• Expand and strengthen the North American Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities

• Own your partnerships end-to-end, including developing terms, executing partnership agreements, onboarding new partners and sharing partner successes across the company

• Help drive sales pipeline and improve our win + retention rates across your partnerships - this will be a key metric of success for this role

• Be a thought leader for the future of our partner program, bringing what you learn from partners and customers back to Sales, Customer success, and Product to shape Watershed’s revenue + delivery workstreams going forward.

You have:

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