Alliances Partner Lead Arlington

Overview

Alliances Partner Lead - Matterport - Arlington

Role within Matterport, part of CoStar Group, a leading global provider of real estate information, analytics, and online marketplaces.

Matterport is leading the digital transformation of the built world. Our spatial computing platform turns buildings into data, making spaces more valuable and accessible across planning, construction, operations, documentation, appraisal, and marketing. Millions of buildings in more than 170 countries have been transformed into immersive Matterport digital twins.

The Business Development & Alliances team accelerates growth and monetization by identifying, executing, closing, and managing partnerships and strategic initiatives in collaboration with sales, marketing, product, legal, and other cross-functional teams. We are hiring an Alliances Partner Lead in North America to execute a partnership strategy focused on driving adoption and usage of Matterport with a defined set of critical partners in our Alliances program.

The ideal candidate is a strategic problem solver who can adapt to partner needs and market sensitivities, navigates large partner organizations, and effectively engages with leaders, sales teams, decision-makers, and executive sponsors while representing partner needs internally to Matterport. This role reports to the Sr. Director, Global Alliances & BD.

• Generate and manage partner qualified leads and pipeline through presentations, partner events, enablement initiatives, and quarterly strategic activities with partners, achieving yearly OKRs.
• Formulate and own GTM partnership planning and manage partner relationships within the partner portfolio to generate pipeline and bookings.
• Influence senior management and executive leadership internally and within partner organizations.
• Develop partner relationship mapping strategy to align partner, sales, and marketing across organizations.
• Own financial modeling, TAM analysis, pricing, and profitability forecasting for the assigned partner portfolio.
• Report and forecast on pipeline, revenue, and engagement metrics monthly, quarterly, and annually.
• Develop a strong understanding of Matterport’s propositions and vertical strategy and apply them to annual and quarterly partner strategies for each partner.
• Understand partners’ positioning and value to Matterport to prioritize alliance partners and enable growth.
• Measure and evaluate partnership performance for prioritization planning.
• Identify key business units and stakeholders within each partnership to grow and cultivate champion relationships.
• Run regular strategy sessions with existing strategic partners to drive alignment and up-level the partnership.
• Support and enable sales by defining best practices for partner collaboration and outlining key partners by segment, vertical, and use case.
• Develop a prospecting list to pursue new partners for increased market differentiation.
• Collaborate with partner marketing on collateral, enablement materials, and events.
• Work with Sr. Director Alliances & BD on overall partner strategy and playbooks to scale processes for the partner portfolio.

• Bachelor's degree from an accredited university or college
• A track record of commitment to prior employers
• Minimum of 6+ years of business development, sales or product strategy experience and/or MBA with 4+ years of BD/partner experience
• Proven ability to navigate partner organizations, identify stakeholders, and engage and grow relationships with key partner stakeholders and business units
• Proven ability to operate in a collaborative, cross-functional environment and drive consensus
• Analytically minded with a metrics-driven approach to optimize partnerships and build GTM strategies
• Ability to financially project ROI on field initiatives
• Capable of following, influencing, and executing on operations and processes within a partner organization
• Strong initiative with the ability to execute with little supervision in a fast-paced environment
• Excellent written and verbal communication skills, including strong presentation skills
• This position may involve up to 15% domestic travel

• Technical acumen and background in sales, partnerships, and/or BD
• Experience with enterprise SaaS companies
• Experience with Salesforce, AWS, Google, GSIs, SIs, or consulting firms
• SaaS knowledge in 3D, spatial data, or platform products
• Comfortable with ambiguity and adept at solving problems creatively; can pivot to evolving priorities
• Experience in prospecting and leading discovery and evaluation of new partners, progressing from discovery to negotiations
• Experience in managing partner integration and co-selling with partners

• Comprehensive healthcare coverage (Medical/ Vision/ Dental/ Prescription Drug)
• Mental health counseling services
• Commuter and parking benefits
• 401(k) retirement plan with matching
• Employee stock purchase plan
• Paid time off
• Tuiton reimbursement
• On-site fitness center or…