Buzz Solutions dezvoltă soluții de inteligență vizuală bazate pe inteligență artificială pentru sectorul infrastructurii energetice. Platforma sa ajută echipele companiilor de utilități să inspecteze liniile de transport, rețelele de distribuție și stațiile electrice, să identifice defectele și problemele legate de vegetație și să folosească aceste constatări pentru planificarea lucrărilor de întreținere și a proiectelor. Sprijinind mentenanța bazată pe starea activelor și detectarea mai rapidă a anomaliilor, Buzz Solutions ajută companiile de utilități să gestioneze activele, să consolideze securitatea infrastructurii și să îmbunătățească fiabilitatea alimentării cu energie, inclusiv în condiții meteorologice nefavorabile.
Director of Partnerships, United States (Remote)
Lead partnerships to scale Buzz Solutions’ PowerAI computer vision platform for utility infrastructure. Build partner ecosystems, integrations, enablement, pipeline, and revenue across the United States and Canada.
Descriere
- Set and carry out Buzz Solutions’ go-to-market partner strategy.
- Manage partner-generated revenue, pipeline, forecasts, and closed ARR.
- Establish a repeatable partner model in the United States and launch Canada as the first international market.
- Set partnership categories and priorities, assess and sign partners, and ensure partnerships are technically workable.
- Equip partner sales and delivery teams to sell, implement, and support PowerAI independently.
- Work with direct and partner sellers on opportunities from qualification through close.
- Set and uphold rules of engagement, deal registration, and margin structures.
- Formalize the existing Esri integration as a listed, jointly sold alliance, then establish a similar alliance with IBM Maximo.
- Lead hyperscaler marketplace transactions and co-selling initiatives.
- Create reference architectures and joint solution briefs.
- Develop partner sales narratives, objection handling, business cases, ROI tools, demo certification, and technical curricula.
- Build a tiered certification program and expand services capacity over time.
- Set the sequence for international expansion and lead partner-led market entry.
- Start as an individual contributor, with an expected path to building a partner organization in year two.
Cerințe
- Built a partner ecosystem from near zero at an early-stage or scaling B2B software company.
- Owned and met partner sales targets, with accountability for partner-sourced pipeline and closed revenue.
- Sold to slow-moving, regulated enterprises with complex procurement; utility experience is a strong advantage, and adjacent regulated infrastructure experience is relevant.
- Understands data flows among capture providers, platforms, GIS, and EAM systems, and can identify integration failures at enterprise scale.
- Personally created sales and technical enablement materials, such as partner pitch narratives, ROI models, demo certification, and delivery curricula.
- Negotiated referral, resale, white-label, and OEM commercial terms with legal, including margins, discounts, deal registration, data rights, and liability.
- Can work as an individual contributor in an ambiguous, resource-constrained environment.
- Authorized to work in the United States; Buzz Solutions does not sponsor work authorization.