Manager, Business Development - Strategic Partnerships

FedEx Logistics; Collierville (TN); Remote; USD 91,000 - 231,000; Full time

Job summary

FedEx Dataworks is seeking a results-driven leader to scale its Strategic Partnerships and Business Development organization across the U.S., owning revenue growth, customer acquisition strategy, and forecasting. You will build the team, playbooks, and operating model to turn partnerships into scalable outcomes.

You will align Product, Engineering, Marketing, Sales, Finance, and Legal around partnership strategy; define partner ecosystems; manage end-to-end deal structuring and execution; and

Qualifications

• 5–8 years in technology-enabled consulting, product management, business development, planning, or related fields.
• Experience building and scaling commercial partnerships or GTM organizations.
• Experience taking products from validation to scale with design partners and early adopters.
• Proven ability to lead cross-functional teams and negotiate complex deals.

Responsibilities

• Lead, coach, and scale a high-performing Strategic Partnerships and Business Development team, fostering a culture of accountability, growth, and continuous improvement.
• Define and execute customer acquisition and partnership strategies across the product lifecycle, from design partners and proof-of-value engagements to scalable sales, channel, and ecosystem motions.
• Develop and manage a strategic partner ecosystem—including technology, channel, industry, and innovation partners—to accelerate market adoption, product innovation, and revenue growth.
• Own business development activities end-to-end, including opportunity sourcing, deal structuring, negotiation, and execution of complex commercial agreements in partnership with Legal and Finance.
• Serve as the cross-functional leader aligning Product, Engineering, Marketing, Sales, Finance, and Legal around partnership strategy, commercial execution, and growth priorities.
• Establish the operating model for the function, including performance metrics, operating rhythms, capacity planning, forecasting processes, talent development, and organizational scalability.
• Own revenue targets, pipeline performance, customer acquisition outcomes, and commercial forecasts for FedEx Dataworks, providing executive leadership with visibility into growth opportunities, risks, and business performance.

Skills

Strategic partnerships

Business development

Negotiation

Executive stakeholder engagement

Financial modeling / deal economics

Data/AI platforms experience

Supply chain / logistics domain

Education

Bachelor's degree in Business, Economics, or related field

Job description

The Opportunity:

FedEx Dataworks is creating a new market category in supply chain intelligence, turning FedEx's physical commerce data into AI-powered intelligence and orchestration products. This is not a traditional sales leadership role; it is a ground floor opportunity to shape how a new business finds, wins, and grows its customers and partners.

You will lead and scale our Strategic Partnerships and Business Development organization, owning revenue growth, customer acquisition strategy, and commercial forecasting while building the team, playbooks, and operating model that transform innovation partnerships into scalable business outcomes.

What You'll Do:

• Lead, coach, and scale a high-performing Strategic Partnerships and Business Development team, fostering a culture of accountability, growth, and continuous improvement.
• Define and execute customer acquisition and partnership strategies across the product lifecycle, from design partners and proof-of-value engagements to scalable sales, channel, and ecosystem motions.
• Develop and manage a strategic partner ecosystem—including technology, channel, industry, and innovation partners—to accelerate market adoption, product innovation, and revenue growth.
• Own business development activities end-to-end, including opportunity sourcing, deal structuring, negotiation, and execution of complex commercial agreements in partnership with Legal and Finance.
• Serve as the cross-functional leader aligning Product, Engineering, Marketing, Sales, Finance, and Legal around partnership strategy, commercial execution, and growth priorities.
• Establish the operating model for the function, including performance metrics, operating rhythms, capacity planning, forecasting processes, talent development, and organizational scalability.
• Own revenue targets, pipeline performance, customer acquisition outcomes, and commercial forecasts for FedEx Dataworks, providing executive leadership with visibility into growth opportunities, risks, and business performance.

Who You Are:

• A builder of people and functions: you have led and coached commercial teams and stood up or scaled a function, not just run an existing one
• An expert negotiator with a strong finance and strategy foundation: you model deal economics, structure agreements, interpret legal terms, and defend recommendations to executives
• A master relationship builder, comfortable engaging executive stakeholders and navigating complex enterprise organizations
• Energized by ambiguity: you create the playbook where one doesn't exist, pairing strategic thinking with relentless execution
• Experienced with data, analytics, or AI platform products; supply chain or logistics domain is a significant plus

Preferred Qualifications:

• Experience in a partner development, strategic alliances, or business development organization within a hyperscaler, enterprise platform, data, AI, or supply chain technology company.
• Experience in corporate development, strategy, investment analysis, or complex commercial deal structuring alongside a GTM or revenue-focused role.
• Experience taking products from validation to scale, including design partner, lighthouse customer, and early-adopter programs.
• Experience building or scaling commercial, partnership, or GTM organizations during periods of rapid growth.

Minimum Qualifications

Bachelor's Degree/equivalent in Business Operations, Marketing, Economics, Business, finance, marketing or other directly related discipline with five to eight (5-8) years directly related experience in in technology-enabled consulting, product management, product marketing, business development, planning, research or equivalent, e-commerce and online marketplaces.

Domicile Information

This position is eligible for remote work and may be located anywhere within the United States excluding AK, HI and U.S. territories, however if you live within the 50 miles radius of a campus you will be required to work at a FedEx campus location several times per week.

Pay Transparency

USA: $8,112/month - $20,711/month, AR, AZ, FL, IA, IN, KS, KY, LA, MO, MS, NE, OH, OK, SC, TN, UT: $8,112/month - $16,569/month, HI, MD, MN, NV, OR, RI: $8,518/month - $17,398/month, AK: $8,923/month - $18,226/month, DC: $9,735/month - $19,883/month, AL, GA, MI, NC, WI: $8,112/month - $17,398/month, CO, IL, PA, TX: $8,112/month - $18,226/month, NY, VA: $8,112/month - $19,883/month, CT, MA, WA: $8,518/month - $19,055/month, CA: $8,518/month - $20,711/month, NJ: $8,923/month - $19,883/month

Business Summary

Takes ownership of the set strategic vision for Dataworks growth and drives that strategy across enablement and business growth. Provides leadership to a high performing sales team while building the right partnerships within the current ecosystem. Accountable for Revenue generation, Co-Selling, Customer Acquisition, Consumption and Usage contribution to Dataworks and the overall Partner satisfaction and success.

USA: $8,112/month - $20,711/month

Pay Transparency:

The compensation listed reflects the pay range or rate of pay reasonably expected for this posted position at the posted location or locations. If this opportunity includes multiple job levels, the pay information represents the ranges for each level in that job family. Actual pay is determined by several job-related factors permitted by law and relevant to the position, including, but not limited to, experience relative to the job, tenure, market level, pay at the location for this job, performance, schedule, and work assignment. In California, the compensation listed reflects the range or rate of pay reasonably expected for this posted position upon hire. In New Jersey, any compensable Security and Walk time will be paid to non-exempt/hourly employees at the state minimum wage.

For details on our comprehensive benefits, click here.

FedEx Dataworks is an Equal Opportunity Employer including, Vets/Disability.

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Dataworks does not discriminate against qualified individuals with disabilities in regard to job application procedures, hiring, and other terms and conditions of employment. Further, Dataworks is prepared to make reasonable accommodations for the known physical or mental limitations of an otherwise qualified applicant or employee to enable the applicant or employee to be considered for the desired position, to perform the essential functions of the position in question, or to enjoy equal benefits and privileges of employment as are enjoyed by other similarly situated employees without disabilities, unless the accommodation will impose an undue hardship. If a reasonable accommodation is needed, please contact [e-mail].