Strategic Partnerships Architect

Trail; Palo Alto (CA); Hybrid; USD 240,000 - 350,000; Full time

Job summary

Trail is seeking a Partnership Leader to build and scale our partner operating model in the Bay Area. You will define programs, recruit and enable partners, and manage joint go-to-market activities to drive pipeline and revenue.

In this hybrid role, you will collaborate with sales, product, marketing, and legal teams to structure agreements, governance, and incentives that align with enterprise partners across systems integrators and consulting firms. US-focused travel may be required.

Qualifications

• 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.

Responsibilities

• Build the Partner Operating Model by defining structure, processes, and cadence for recruitment, onboarding, enablement, planning, and reviews.
• Develop priority partnerships with a focused portfolio and partner-specific business plans covering target markets and revenue objectives.
• Coordinate partner-sourced revenue through joint prospecting, co-sell activity, and pipeline visibility.
• Create enablement materials and training programs for partner sellers, consultants, and delivery teams.
• Collaborate with Sales, Product, Marketing, and Legal to support partner governance, agreements, and commercial arrangements.

Skills

Partnership management

Business development

Go-to-market

Strategic alliances

Account planning

Job description

Trail is seeking a Partnership Leader to build and scale our partner operating model in the Bay Area. You will define programs, recruit and enable partners, and manage joint go-to-market activities to drive pipeline and revenue.

In this hybrid role, you will collaborate with sales, product, marketing, and legal teams to structure agreements, governance, and incentives that align with enterprise partners across systems integrators and consulting firms. US-focused travel may be required.