Strategic Partnerships Leader

Role Overview:

You will work shoulder-to-shoulder with Sales, Product, and Marketing leadership to make partnerships an accountable, repeatable growth engine — not a relationship function. You will own a number, a portfolio, and a point of view.

Roles & Responsibilities:

What You Will Own

1. Partner Strategy — Focus, Not Spread

Define Aurigo's partnership strategy across 2–3 high-leverage archetypes:
System integrators serving public sector and infrastructure markets
Technology and integration partners that extend the platform
Select channel and advisory partners with route-to-market leverage
Prioritize ruthlessly based on revenue potential, market access, and strategic defensibility — and say no to the rest.

2. Partner Acquisition & Commercial Structuring

Identify, qualify, and close high-impact partners end-to-end.
Build joint business cases and value propositions that articulate clear, mutual upside.
Structure commercial models (co-sell, resale, referral, integration-led) tailored to each partner's GTM.
Ensure every partnership has a defined path to revenue before it is signed.

3. Revenue Ownership

Carry a defined partner-sourced and partner-influenced revenue target.
Drive co-sell motions in lockstep with Sales leadership.
Track pipeline contribution, conversion, and deal velocity by partner.
Course-correct or exit partnerships that aren't producing — actively manage the portfolio for output.

4. Partner Enablement & Activation

Build onboarding, certification, and enablement frameworks designed to scale.
Equip partners to independently position, demo, and sell Aurigo.
Drive the activation → pipeline → revenue progression with clear leading indicators.

5. Performance & Governance

Establish operating cadence: QBRs, pipeline reviews, and partner scorecards.
Measure partner ROI, productivity, and strategic contribution.
Continuously rationalize the portfolio — optimize for output, not logo count.

6. Cross-Functional Leadership

Serve as the connective tissue across Sales, Product, and Marketing.
Align GTM motions so partner leverage compounds rather than competes with direct sales.
Influence product roadmap with ecosystem and market signals.

What Success Looks Like

Revenue: measurable partner-sourced and partner-influenced revenue against target.
Pipeline: a healthy co-sell pipeline with consistent conversion and predictable velocity.
Activation: high partner activation and productivity rates across active partnerships.
Market access: demonstrable entry into new markets, segments, or buyer profiles through partners.
Operating model: a documented, scalable partner operating model the company can grow into.

What You Will Own

1. Partner Strategy — Focus, Not Spread

Define Aurigo's partnership strategy across 2–3 high-leverage archetypes:
System integrators serving public sector and infrastructure markets
Technology and integration partners that extend the platform
Select channel and advisory partners with route-to-market leverage
Prioritize ruthlessly based on revenue potential, market access, and strategic defensibility — and say no to the rest.

2. Partner Acquisition & Commercial Structuring

Identify, qualify, and close high-impact partners end-to-end.
Build joint business cases and value propositions that articulate clear, mutual upside.
Structure commercial models (co-sell, resale, referral, integration-led) tailored to each partner's GTM.
Ensure every partnership has a defined path to revenue before it is signed.

3. Revenue Ownership

Carry a defined partner-sourced and partner-influenced revenue target.
Drive co-sell motions in lockstep with Sales leadership.
Track pipeline contribution, conversion, and deal velocity by partner.
Course-correct or exit partnerships that aren't producing — actively manage the portfolio for output.

4. Partner Enablement & Activation

Build onboarding, certification, and enablement frameworks designed to scale.
Equip partners to independently position, demo, and sell Aurigo.
Drive the activation → pipeline → revenue progression with clear leading indicators.

5. Performance & Governance

Establish operating cadence: QBRs, pipeline reviews, and partner scorecards.
Measure partner ROI, productivity, and strategic contribution.
Continuously rationalize the portfolio — optimize for output, not logo count.

6. Cross-Functional Leadership

Serve as the connective tissue across Sales, Product, and Marketing.
Align GTM motions so partner leverage compounds rather than competes with direct sales.
Influence product roadmap with ecosystem and market signals.

What Success Looks Like

Revenue: measurable partner-sourced and partner-influenced revenue against target.
Pipeline: a healthy co-sell pipeline with consistent conversion and predictable velocity.
Activation: high partner activation and productivity rates across active partnerships.
Market access: demonstrable entry into new markets, segments, or buyer profiles through partners.
Operating model: a documented, scalable partner operating model the company can grow into.

Requirements:

• 8–12 years in partnerships, alliances, or business development in B2B SaaS or enterprise software.
• Proven track record of building partnerships that delivered real, attributable revenue — not just logos.
• Strong commercial judgment: you can structure deals, negotiate trade-offs, and drive outcomes.
• Deep fluency in enterprise sales cycles and co-sell motions.
• Comfort operating in ambiguity and building zero-to-one.
• Strong stakeholder influence across functions and leadership levels.
• Experience in fast-scaling, execution-focused environments.

Nice to Have

• Experience in public sector, infrastructure, or capital program ecosystems.
• Background in SI-led or enterprise channel-driven GTM models.
• Familiarity with CRM and partner management tools (Salesforce, PRMs).

How We'll Evaluate You

• A clear point of view on where partnerships create leverage — and where they don't.
• Concrete examples of partnerships you built that produced attributable revenue.
• Evidence of commercial rigor: deal structures, scorecards, and decisions to exit underperformers.
• Demonstrated ability to influence Sales, Product, and Marketing without owning them.

About Aurigo

Aurigo is an AI‑native capital program management platform trusted by over 300 customers managing more than $300 billion in capital programs across North America. With over 40,000 projects delivered, Aurigo helps organisations in transportation, water and utilities, healthcare, higher education, and government plan, build, and manage infrastructure with confidence. Recognised as one of the Top 25 AI Companies of 2024 and a Great Place to Work for three consecutive years, we leverage artificial intelligence to create smarter, more connected outcomes. At Aurigo, we don’t just build software—we help shape the future of infrastructure.