Strategic Partnerships Lead, Enterprise Pilot Programs

FedEx Group; Tennessee; 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 Business Development Manager Principal on our Commercial team to lead strategic pilots for Meridian, shaping our future commercial engagement model.

You will identify enterprise partners, articulate the co-creation vision with C-level stakeholders, negotiate pilot terms, and drive post-pilot expansion. The role collaborates closely with product and engineering to influence the roadmap and deliver real

Qualifications

• 7+ years of enterprise business development, strategic account management, or early-stage enterprise sales in tech/SaaS/data analytics.
• Experience engaging with executive-level stakeholders and navigating complex orgs.
• Thrives in ambiguity and builds new playbooks when needed.
• Strong strategic thinking and relentless execution.
• Experience with data, logistics, or supply chain solutions is a plus.

Responsibilities

• Identify and engage enterprise partners for our strategic pilot program.
• Articulate co-creation and joint-innovation visions with C-levels.
• Structure pilot agreements, define scope, success criteria, and terms.
• Own the pilot partner relationship from kickoff to handover.
• Collaborate with product/engineering to influence the roadmap.
• Document learnings and create playbooks for future scale.

Skills

Executive stakeholder engagement

Strategic account management

Enterprise sales

Relationship building

Strategic thinking

Execution

Education

Bachelor's degree in Business or related field

Job description

FedEx Dataworks is building a new market category in supply chain intelligence. We seek a Business Development Manager Principal on our Commercial team to lead strategic pilots for Meridian, shaping our future commercial engagement model.

You will identify enterprise partners, articulate the co-creation vision with C-level stakeholders, negotiate pilot terms, and drive post-pilot expansion. The role collaborates closely with product and engineering to influence the roadmap and deliver real