Strategic Partnership Lead

About the Position

SINAI Technologies is looking for a strategic and experienced professional to spearhead SINAI’s partnership strategy and deployment. This role will include working closely with the Head of Sales to develop and manage a repeatable and scalable partnership model, alongside the direct execution and sales pursuits associated with the strategy. They will also interface directly with our marketing team to develop and continuously refine customized messaging tailored to partnership pursuits in target industries. A key focus for this role will require working with financial institutions, asset managers, and consultants.

The candidate must be creative, self-motivated, organized, and results-oriented with excellent interpersonal, communication, and presentation skills. The ideal candidate will be able to clearly, succinctly, and persuasively articulate and demonstrate SINAI's value proposition to a broad audience across many industries, including both technical and executive-level buyers.   

The successful candidate will be capable of simultaneously managing multiple complex sales pursuits while demonstrating quality sales acumen and positively promoting the SINAI brand. This will require demonstrated experience in project management and an ability to liaise between and organize multiple internal and external parties throughout a sales and implementation process. 

Experience in carbon management, decarbonization, climate change, and other relevant sustainability-focused roles will be considered an asset. 

Please note, the formal title of this role may be revised. 

Responsibilities:

• Build and deploy a multi-faceted partnership strategy and repeatable playbook including partnership structures and pricing models
• Identify and pursue potential partners who fit within the defined strategy
• Guide potential partners and referred, related or portfolio companies through all stages of the buying journey while adhering to SINAI's evolving sales process
• Customize and refine messaging and sales collateral to specific personas within corporate, consultant, and financial institution accounts
• Strategically respond to qualified RFPs and other requests for additional information about SINAI
• Creatively pursue industry associations, affiliate organizations, and potential channel partners
• Adhere to a strategic sales process aligned to customer needs, including strategizing with leadership and colleagues
• Develop and document new and refine existing processes 
• Lead professional high-quality meetings, presentations, and platform demonstrations with prospective and existing customers - remote and in-person when needed - in a variety of departments across multiple industries
• Document activity in our CRM platform to support the measurement of KPIs and allow for performance optimization
• Negotiate commercial terms confidently and facilitate the sales process through legal sign off of subscription and partnership agreements
• Work closely with the Customer Success team post-sales to ensure seamless onboarding, perform routine customer health checks to ensure satisfaction and achievement of goals, identify expansion opportunities and facilitate predictable renewals
• Drive revenue with a relentless focus on increasing company ARR and ACV, ultimately meeting or exceeding annual sales goals & revenue quota
• Participate in team meetings, manager discussions, and coaching sessions
• Deliver accurate and comprehensive pursuit updates and report on OKR progress weekly or as needed
• Collaborate with SINAI's marketing team in the development of partner-targeted messaging and the deployment of various campaigns
• Commit to continuous learning in sustainability and climate change.

Necessary skills:

• Ability to create and execute business development and partnership strategies across multiple industries
• Creative negotiation, experience with closing and managing strategic partnership pursuits
• Deep understanding of the decision making processes of financial institutions
• Demonstrated success in value-based selling of SaaS solutions
• Understanding of how to strategically and effectively navigate and sell to large, complex organizations including financial institutions, multinational corporations, and partner channels
• Ability to translate a sophisticated message and complex solution into a compelling story and articulate the value of technology in a complex industry
• Analytical skills of understanding and determining the ROI for both internal and external stakeholders
• Liaising between external stakeholders and internal product and leadership teams
• Ability to direct and manage enterprise-scale deployments
• Ability to act with a sense of urgency to reduce sales cycle times while maintaining integrity and professionalism
• Proven to be a self-motivated, process-oriented team player who is able to thrive in an unstructured environment and can prioritize to meet the organization’s immediate needs
• Ability to work under pressure, stay focused and organized in a high growth startup environment
• Is coachable and willing to implement feedback
• Exceptional written and verbal communication, including technical writing; experience in RFP writing would be an asset

Requirements:

• 5+ years experience in strategic and/or enterprise SaaS sales with a track record of exceeding quota
• 2+ years experience in sourcing, structuring, and closing channel and other partnerships
• Ability to work effectively with little supervision and in remote environments
• Experience working at an early stage startup and the ability/desire to wear many hats
• Willingness to travel occasionally if required - frequency is minimal in the current environment and any concerns can be discussed
• Ability and willingness to sporadically support partnership meetings outside of standard work hours due to the global nature of our business
• Experience in sustainability, decarbonization, or emissions management would be considered an asset
• Alignment with SINAI's mission, passionate about solving climate change
• Bachelor’s degree or relevant certificate preferred