Director of Strategic Partnerships

Job description

**About Us** Nanonets agents are built for complex business processes. Ranked #1 in understanding unstructured data and applying business rules in processes like accounts payable, order management, and supply chain. Nanonets agents handle the exceptions other tools miss, reducing processing time by 94% and delivering clean data to SAP, Salesforce, or any system of record. That's why global enterprises reach for Nanonets when workflows are complex and accuracy is non-negotiable. Learn more about us here: [Youtube](https://www.youtube.com/watch?v=-xlaRA7HYNQ) [Hugging Face](https://huggingface.co/nanonets/Nanonets-OCR2-3B) [Nanonets Research](https://nanonets.com/research/nanonets-ocr-2/#key-features) **Role Overview** Nanonets is building a broader partner ecosystem to expand our enterprise reach and make partnerships a meaningful source of pipeline, revenue, and customer value. This is a new role designed to help turn that strategy into a working partner operation. You will work closely with Nanonets leadership and our strategic ecosystem advisor to build and manage the programs, processes, and operating rhythm needed to support multiple types of partners. These will include global and regional systems integrators, consulting firms, technology partners, ERP ecosystem partners, referral partners, and other strategic relationships. This role is intentionally broader than a position focused on a single alliance or technology platform. We are looking for a partnership generalist who understands how different partner models work and can translate strategy into partner plans, enablement, joint go-to-market activity, qualified pipeline, and revenue. This is a hands-on builder’s role. Success means creating a practical and repeatable partner operating model while also helping a focused group of priority partners produce measurable business results. **What You’ll Do** **Build the Partner Operating Model** • Help put Nanonets’ partner strategy, program structure, and operating model into practice • Build repeatable processes for partner recruitment, evaluation, onboarding, enablement, business planning, opportunity management, and performance reviews • Help define how Nanonets works with different partner types, including systems integrators, consulting firms, technology companies, referral partners, and strategic solution partners • Establish a consistent operating cadence, including partner plans, pipeline reviews, executive checkpoints, and quarterly business reviews • Create the tools, templates, and internal processes required to support the program as it grows **Develop Priority Partnerships** • Manage the day-to-day development of a focused portfolio of high-priority partners • Build partner-specific business plans covering target markets, customer use cases, executive sponsorship, enablement, joint account planning, and revenue objectives • Identify the right people within each partner organization across sales, consulting, alliances, solution development, and executive leadership • Turn early partner interest into clear commitments, market activity, customer opportunities, and measurable results • Maintain strong working relationships at both the executive and field levels **Drive Partner-Sourced Revenue** • Coordinate account mapping, joint prospecting, opportunity development, and co-sell activity between partners and the Nanonets sales organization • Build visibility into partner-sourced and partner-influenced pipeline • Help partners position Nanonets within enterprise transformation, automation, finance, operations, and supply-chain initiatives • Support active opportunities and remove the commercial, organizational, or technical obstacles that can slow partner-led deals • Track partner contribution to pipeline, bookings, revenue, and strategic account penetration **Enable and Scale** • Create practical enablement materials that help partner sellers, consultants, architects, and delivery teams understand where Nanonets fits and how to take it to market • Coordinate partner training, solution workshops, sales plays, use-case development, and field activation • Work with Marketing to develop partner campaigns, events, customer stories, and market-facing content • Help build repeatable solutions around high-value enterprise workflows such as accounts payable, procure-to-pay, order-to-cash, order management, and customs documentation • Capture what is working in the field and use those lessons to improve the broader partner program **Support Commercial Development** • Help develop and implement commercial models for referral, resale, services, co-sell, managed-platform, and strategic solution relationships • Support partnership agreements, business cases, investment decisions, and commercial negotiations • Understand partner economics and create structures that give both Nanonets and its partners a clear reason to invest • Ensure that commercial arrangements are tied to specific commitments, responsibilities, and expected outcomes **Collaborate Cross-Functionally** • Work closely with Sales to connect partner activity to target accounts and active opportunities • Partner with Product and Engineering teams to communicate partner requirements and prioritize high-value integrations and capabilities • Coordinate with Marketing on joint positioning, campaigns, events, and market development • Work with Customer Success and delivery teams to support strong customer handoffs and successful implementations • Collaborate with Finance and Legal on commercial structures, agreements, governance, and reporting **Requirements:** **Broad Partnership Experience** • 8–12 years of experience in enterprise software partnerships, alliances, business development, or partner-led go-to-market roles • Experience working across more than one partner model, such as systems integrators, consulting firms, technology alliances, ERP platforms, referral partners, or channel relationships • Strong understanding of how enterprise partners sell, influence customer decisions, develop solutions, and deliver services • Experience working with global or regional systems integrators and enterprise consulting organizations **Proven Execution** • Demonstrated ability to take a partner strategy and turn it into practical programs, operating processes, partner activity, and commercial results • Experience building joint business plans, account-mapping programs, co-sell motions, enablement programs, and partner governance • Track record of helping partnerships generate qualified pipeline and revenue • Ability to manage multiple partners and initiatives without losing focus on the relationships and activities that matter most Commercial Judgment • Strong understanding of partner economics, incentives, commercial models, and joint investment decisions • Experience supporting or negotiating partnership agreements and go-to-market structures • Ability to evaluate whether a partnership has real commercial potential and what will be required to activate it • Comfortable using pipeline, revenue, enablement, and performance data to make decisions and hold partners accountable **Executive Presence and Operating Discipline** • Strong relationship-building skills with the ability to work with senior executives, partner leaders, sellers, consultants, and technical teams • Clear and persuasive communicator who can explain technical capabilities in practical business terms • Highly organized, dependable, and comfortable managing several workstreams at once • Willing to personally drive the details required to move a partnership forward • Comfortable operating in a fast-growing company where the partner strategy and operating model are still being built **Enterprise Technology Understanding** • Familiarity with AI, intelligent automation, document processing, enterprise workflows, or related software categories Understanding of enterprise platforms such as SAP, Oracle, Microsoft Dynamics, Infor, and Salesforce is strongly preferred • Knowledge of finance, operations, procurement, order management, or supply-chain transformation is a plus **Global and Available** • Willingness to travel for partner meetings, customer engagements, planning sessions, and industry events • Able to work across regions and time zones while maintaining primary responsibility for the US market **Additional Information** This is a hybrid role based in the Bay Area, California, with an expectation of working from our Palo Alto, CA office twice each week. The anticipated base salary range for this position is $240,000–$350,000 per year. Final compensation will be determined based on location, relevant experience, qualifications, and the compensation of employees in similar positions. The overall package may also include performance-based compensation, equity, and company benefits.