Partnerships, Strategic Partner Lead

Watershed; New York (NY); On-site; USD 90,000 - 130,000; Full time

Job summary

Watershed is seeking an experienced Partnerships leader to drive North American collaborations with top consultants and SI partners. Based in New York, you will shape partner strategy, negotiate terms, onboard partners, and ensure partner success while working with Sales, Product, Legal and Finance.

You will develop the European partner ecosystem in parallel, unlock revenue opportunities, and help define the future of Watershed's channel strategy across GTM teams.

Qualifications

• Significant experience in business development and partnerships.
• Experience building partnerships with global system integrators.
• Strong understanding of revenue structures and partner incentives.
• Proven ability to collaborate with cross-functional GTM and customer teams.
• Experience in co-branding and co-marketing for growth.
• Ability to think strategically and execute in early-stage growth.

Responsibilities

• Develop and grow the European Watershed ecosystem of partners by aligning with roadmap and go-to-market strategy to select the best partnership opportunities.
• Own the partnership end-to-end including developing terms, executing partnership agreements, onboarding new partners and owning partner success.
• Drive sales pipeline via the partnerships identified and in play - this will be a key metric of success for this role.
• Act as a thought-partner to Sales/Customer Success and Product teams to map out highest impact and revenue opportunities and influence future of the company’s revenue streams.

Skills

Business development & partnerships

Ecosystem partnerships

Revenue structures & incentives

Cross-functional collaboration

Co-branding & co-marketing

Strategic thinking & execution

Early-stage growth experience

Job description

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

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.

You will:

• Develop and grow the European Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities


• Own the partnership end-to-end including developing terms, executing partnership agreements, onboarding new partners and owning partner success


• Drive sales pipeline via the partnerships identified and in play - this will be a key metric of success for this role


• Act as a thought-partner to Sales/Customer Success and Product teams to map out highest impact and revenue opportunities and influence future of the company’s revenue streams

You might be a fit if you have:

• Significant experience in Business Development and Partnerships, including past work in ecosystem partnerships


• in-depth experience building and scaling partnerships with global system integrators


• Deep understanding of revenue structures and incentives to successfully design partner programs


• A proven track record of collaborating with cross-functional GTM + customer teams to drive tangible business results


• Experience in co-branding and co-marketing efforts to drive customer acquisition and growth


• A passionate thought-partner and collaborator across product, marketing, data and customer teams


• Experience in the early stages of team and company growth with the ability to think big picture, while also rolling up sleeves and executing

Must be willing to work from an office 4 days per week (except for remote roles)

Watershed has hub offices in San Francisco, New York, London, and Mexico City and satellite offices in Denver, Sydney, Paris, and Berlin. Where we have offices, employees are expected to be in office for 4 days per week. Certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description if so.

What’s the interview process like?

It starts the same for every candidate: getting to know the team members through 1 to 2 conversations about Watershed, your experience, and your interests. Next steps can vary by role, but usual next steps are a skill or experience interview (e.g. a coding interview for an engineer, a portfolio review for a designer, deeper experience call for other roles) which leads to a virtual or in-person interview panel. We prioritize transparency and lack of surprise throughout the process.

What if I need accommodations for my interview?

At Watershed, we are dedicated to ensuring an inclusive recruitment process. We provide reasonable accommodations for candidates with disabilities, long-term conditions, mental health needs, religious observances, neurodivergence, or pregnancy-related support requirements.