Responsibilities

• Own the US partner landscape map. Systematically identify and categorize potential partners — ISVs, connectors, platforms, communities, data providers — by user overlap, distribution potential, and strategic fit. Keep it current as the ecosystem evolves.
• Define partner tiers and prioritization criteria. Establish clear standards for which partners warrant Tier 1 investment versus lighter-touch engagement. Build the scoring framework the BD team uses to allocate time and resources.
• Design the commercial structures. Develop the benefit bundles, referral commission structures, co-marketing incentives, and integration support tiers that make Accio an attractive and predictable partner. Ensure terms are defensible, scalable, and HQ-aligned.
• Build the co-marketing strategy and toolkit. Define what joint go-to-market motions look like for each partner tier — referral programs, co-branded content, event activations, integration launches. Produce standardized pitch decks, one-pagers, case study templates, and campaign assets that the front line can deploy immediately.
• Evaluate each partner category on dual value. Assess product capability enhancement separately from distribution and user acquisition potential. Keep both dimensions honest — don't let product enthusiasm override distribution math, or vice versa.
• Own connector integration prioritization for HQ. Synthesize partner signal and user evidence into a clear, prioritized recommendation for which connectors the product team should build next and why.
• Track strategy performance and iterate. Monitor whether partner tiers are producing expected outcomes. Feed learnings back into the framework — adjust priorities, bundle designs, and co-marketing formats based on what the BD team discovers in the field.
• Key outputs you'll own — US partner landscape map — tiered, prioritized, and kept current
• Key outputs you'll own — Partner program design — benefit bundles, commission structures, co-marketing incentives, and tier criteria
• Key outputs you'll own — Co-marketing strategy and toolkit — pitch decks, playbooks, campaign templates, case study formats, ready for front-line deployment

Requirements

• 5+ years in partnership strategy, business development, or ecosystem strategy at a B2B SaaS or platform company
• Experience designing partner program structures — tiering, incentive design, bundle architecture, co-marketing frameworks — not just executing individual deals
• Strong commercial judgment: able to model the distribution math behind a partnership and distinguish a strategic partner from a logo
• Proven ability to produce materials that field teams actually use — pitch decks, playbooks, one-pagers that land with partners
• Comfortable working across product, marketing, and BD to align on strategy and get buy-in from HQ

Preferred

• Deep familiarity with the US e-commerce or AI SaaS ecosystem — you already know who the major ISVs, platforms, and community players are
• Experience designing partner programs at a marketplace or platform company (Shopify, HubSpot, Salesforce, Zapier, or similar)
• Background in product marketing or solutions marketing — you know how to translate product capability into partner-facing value propositions
• Prior experience at a China-headquartered company expanding in the US — you understand the HQ–local team dynamic and how to navigate it