Principal, Strategic Partnerships and Initiatives

FedEx; Memphis (TN); On-site; USD 87,000 - 213,000; Full time

Job summary

FedEx Dataworks is building a new market category in supply chain intelligence. We seek a Strategic Partnership Principal to originate, structure, and close high-impact partnerships that embed our intelligence into third-party ecosystems and customer workflows.

You will lead end-to-end commercial motions, from partner origination and solution design to POV validation and GTM activation, coordinating with Product, Engineering, and legal teams to scale revenue and platform adoption.

Qualifications

• Bachelor's degree is required or equivalent practical experience.
• 7+ years of proven experience in strategic enterprise partnerships, corporate business development, or high-growth enterprise SaaS/data platform leadership.
• Experience negotiating non-standard enterprise contracts, IP allocation, data licensing, and revenue-sharing arrangements.

Responsibilities

• Originate and qualify high-potential enterprise partnerships across cloud ecosystems and ERP/TMS/SCM platforms.
• Lead solution design workshops, define joint value propositions, data exchange terms, and IP governance.
• Own deal terms from LOI to MSAs with accountability for revenue sharing and governance.
• Validate value through live POV engagements and coordinate with Product, Engineering, and FDE teams.
• Operationalize agreements into GTM channels, track KPIs, and drive multi-year expansion.

Education

Bachelor's degree in Business Administration, Computer Science, Engineering, Economics, Supply Chain Management, or related field

Job description

Summary

FedEx Dataworks is creating a new market category in supply chain intelligence. By fusing FedEx's physical ground truth of global commerce - over 17 million packages daily and $2T+ in annual goods movement - we build intelligent platforms and data products that companies cannot replicate.

We are seeking an entrepreneurial, commercially rigorous Strategic Partnership Principal to lead the end-to-end origination, structuring, and execution of high-leverage enterprise partnerships. This is a senior, build-from-scratch individual contributor mandate designed to scale revenue and platform adoption without relying on a legacy enterprise sales machine.

Operating at the intersection of enterprise strategy, product co-innovation, and commercial dealmaking, you will be directly accountable for sourcing, designing, validating, and closing high-impact partnerships that embed our intelligence into third-party ecosystems, enterprise platforms, and customer workflow.

Job Responsibilities

You will independently navigate and execute across two core commercial motions.

• Build-With (Co-Innovation & Platform Embeds): High-touch joint development and embedding of Dataworks intelligence directly into partner platforms, software suites, or operational workflows. Focused on deep solution discovery, intellectual property (IP) structuring, reciprocal data rights, and live proof-of-value (POV) validation.


• Sell-Through (Distribution, Ecosystems & Marketplaces): Commercial alliances, ecosystem co-sell arrangements, and cloud/enterprise marketplace distribution. Focused on joint go-to-market (GTM) strategy, commercial incentive alignment, repeatable sales motions, and clean revenue attribution.

1. Partnership Origination & Opportunity Qualification

• Signal-Led Sourcing: Proactively identify, target, and initiate high-potential enterprise partnerships across cloud ecosystems, enterprise platforms (ERP, TMS, SCM), AI-native platforms, and Fortune 500 supply chain leaders.


• Rigorous Qualification: Vet and size partner opportunities against strategic fit, distribution velocity, data compatibility, and revenue potential. Decisively deprioritize initiatives that fail to meet unit economics or commercial hurdle rates.


• Executive Engagement: Secure sponsorship and establish trusted relationships with C-level stakeholders, SVPs of Supply Chain, Chief Data Officers, and platform heads.

2. Commercial Structuring & Solution Architecture

• Collaborative Solution Design: Lead structured discovery and solution-fit workshops to define joint value propositions, technical architecture touchpoints, and integrated operating models.


• Data Rights & IP Frameworks: Partner with legal, strategy, and product architecture teams to structure sophisticated data exchange terms, clean-room protocols, and intellectual property governance that protect proprietary data assets while unlocking commercial value.


• Contract Negotiation & Close: Own deal terms from initial Letter of Intent (LOI) through Master Services Agreements (MSAs), commercial joint venture terms, and revenue-sharing mechanisms with full commercial accountability.

3. In-System Validation & Proof of Value (POV)

• Live System Proving: Lead partners through rigorous proof-of-value engagements within live production environments, validating measurable ROI and operational feasibility before scaling.


• Cross-Functional Bridge: Coordinate closely with Product, Engineering, and Forward-Deployed Engineering (FDE) teams to translate partner requirements and technical feedback into repeatable platform capabilities.

4. GTM Activation, Scale & Account Governance

• Launch & Commercialization: Operationalize executed agreements into active GTM channels; establish governance models, joint KPIs, pipeline tracking, and revenue attribution mechanisms.


• QBR Cadence & Account Growth: Lead structured Quarterly Business Reviews (QBRs) and executive steering committees to ensure joint milestones are realized and identify multi-year expansion vectors.


• Codify Playbooks: Synthesize learnings, deal templates, and operating frameworks into scalable commercial playbooks that can be leveraged across the broader commercial organization.

Preferred Skills/Knowledge/Experience

Commercial & Dealmaking Acumen

• End-to-End Ownership: Proven ability to run complex, multi-stakeholder enterprise partnerships or strategic commercial cycles from whitespace identification to executed contract.


• Contractual & Structuring Fluency: Demonstrated competence negotiating non-standard enterprise contracts, including IP allocation, data licensing/usage boundaries, revenue splits, and service SLAs.


• Strategic Value Translation: Master-level ability to translate complex data science, API platforms, and AI capabilities into compelling, ROI-backed business cases for senior executive decision-makers.

Domain & Platform Fluency

• Supply Chain & Logistics Comprehension: Deep conceptual understanding of global supply chain logistics, freight networks, inventory orchestration, and trade mechanics.


• Data as a Product: Direct experience commercializing or solutioning products where data feeds, algorithmic insights, or intelligence APIs are the primary value delivered.


• Ecosystem Familiarity: Working familiarity with modern enterprise technology ecosystems (e.g., ServiceNow, SAP, enterprise cloud marketplaces, data clean rooms, and API/MCP-driven agent architectures).

Leadership & Operating Style

• Ambiguity Adaptability: Thrives in rapidly evolving environments; capable of creating clarity, making disciplined decisions, and building structure without an existing playbook.


• Bias Toward Outcomes: Focused on tangible execution, validated in-market proof points, and real ARR generation over theoretical frameworks or presentation decks.


• Collaborative Influence: Skilled at orchestrating cross-functional teams (Product, Legal, InfoSec, Field Engineering, Executive Leadership) toward unified commercial objectives.

Minimum Education

Bachelor's degree in Business Administration, Computer Science, Engineering, Economics, Supply Chain Management, or a related discipline (or equivalent practical experience).

Minimum Experience

7+ years of proven experience in strategic enterprise partnerships, corporate business development, or high-growth enterprise SaaS/data platform commercial leadership. Documented history of personally sourcing, structuring, and closing complex enterprise partnerships or multi-million-dollar software/data platform agreements.

Pay Transparency

• Pay: USA: $7,794/month - $19,047/month, AR, AZ, FL, IA, IN, KS, KY, LA, MO, MS, NE, OH, OK, SC, TN, UT: $7,794/month - $15,238/month, HI, MD, MN, NV, OR, RI: $8,183/month - $15,999/month, AK: $8,573/month - $16,761/month, DC: $9,353/month - $18,285/month, AL,

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.

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

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].