[Hiring] Director Of Global Partnerships @Oriient

Role Description

Oriient is hiring its first Director of Global Partnerships to turn our partner ecosystem into a repeatable, revenue-producing channel in the US and worldwide. Reporting to Chris Smith, SVP Sales & GTM, you will own every major partner relationship end to end, build and launch Oriient's official partner program, and make partners and our regional sales reps sell together. You will start with live, revenue-relevant partners including Vusion, Google Cloud, Zebra and Hanshow, and grow the program with resellers, OEM partners and referral partners across North America, EMEA and APAC.

Key Responsibilities

• Own the relationship, joint business plan and pipeline for every major partner, from executive sponsorship through field-level execution.
• Run quarterly business reviews with each strategic partner covering pipeline, wins, joint accounts and roadblocks.
• Negotiate and manage partner agreements, revenue share, SLAs and co-sell terms together with Sales and Legal.
• Build and launch the official Oriient Partner Program across three tiers: Resellers/VARs, OEM/embedded partners and referral partners.
• Define tier criteria, partner margins and referral fees, deal registration, partner pricing rules, certification and MDF.
• Stand up partner onboarding, a partner portal and enablement kit, and a repeatable recruit, enable, co-sell and grow motion.
• Recruit new partners to fill regional and vertical gaps (grocery, general merchandise, DIY, healthcare, corporate campus).
• Set rules of engagement with Oriient's regional sales reps (US, UK/Europe, Australia/APAC): account ownership, deal registration and channel-conflict resolution.
• Run joint account planning with reps and train them to position, source and close deals with each partner.
• Drive joint go-to-market activity: co-branded collateral, joint demos, cloud marketplace listings and shared presence at major retail shows (Groceryshop, NRF, EuroShop).
• Own partner-sourced and partner-influenced pipeline in HubSpot, with weekly reporting, accurate forecasting and a partner P&L / ROI view.

Qualifications

• 8+ years in B2B SaaS partnerships, alliances or channel sales, including 3+ years leading strategic partners.
• Proven experience building or scaling a partner program from an early stage: tiers, economics, deal registration and enablement.
• Track record of partner-sourced revenue you can quantify.
• Experience managing partners across multiple regions (US plus EMEA and/or APAC).
• Strong commercial negotiator, comfortable with revenue-share, OEM and reseller agreements.
• Earns the trust of direct sales reps and knows how to remove channel conflict, not create it.
• Disciplined CRM and forecasting habits (HubSpot preferred); familiar with MEDDICC or SPICED.
• US-based and authorized to work in the US; able to travel 30-40%, including internationally.
• Excellent communication and collaboration skills.

Advantages

• Retail technology background: ESL, store devices, retail media, in-store analytics, or location/IoT.
• Existing relationships with Vusion, Zebra, Hanshow, Google Cloud, systems integrators or retail VARs.
• Cloud marketplace experience (Google Cloud, AWS or Azure private offers).
• Startup or high-growth tech experience.

Benefits

• A high-impact role at the core of a rapidly growing technology company.
• Dynamic, collaborative team environment with strong ownership culture.
• Competitive salary and benefits.
• Flexible working hours and remote-work options.