What are the responsibilities and job description for the Director of Strategic Partnerships position at Continuum Solutions?
Director of Strategic Partnerships
Start Up Environment
Location: Houston, TX 77007
Employment Type: Full-Time
The Role
Our client is seeking a Director of Strategic Partnerships to build and lead the reseller and partnership program from the ground up. This is a foundational role responsible for designing the partner ecosystem, developing the internal certification program, and managing the full lifecycle of partner relationships—from recruitment through ongoing success.
What You'll Do
Partnership Program Development
- Design and launch the reseller and partnership program, including tiering structures, incentives, and co-selling frameworks
- Define partner value propositions tailored to different partner types (system integrators, consultancies, technology resellers, industry specialists)
- Develop go-to-market strategies for partner-led sales motions
- Create partner onboarding processes, training materials, and enablement resources
- Establish pricing models, margin structures, and deal registration policies
Internal Certified Program
- Build the internal certification program from concept to execution
- Define certification tiers, requirements, and competency frameworks
- Develop training curriculum and assessment methodologies in collaboration with our technical team
- Create certification maintenance and renewal processes
- Design co-marketing benefits and badge programs for certified partners
Partner Recruitment & Growth
- Identify, recruit, and onboard strategic partners aligned with our target industries (energy, financial services, industrial, healthcare)
- Build relationships with consulting firms, system integrators, and technology partners
- Develop and manage partner pipeline with clear targets and milestones
- Represent client at industry events, conferences, and partner forums
- Negotiate partnership agreements and commercial terms
Partner Success & Management
- Own the full partner lifecycle from recruitment through ongoing engagement and renewal
- Track and manage all partner-sourced opportunities, projects, and client relationships
- Conduct regular business reviews with partners to assess performance and identify growth opportunities
- Serve as the primary escalation point for partner-related issues
- Monitor partner certification status and ensure compliance with program requirements
- Build systems and processes for partner relationship management at scale
Cross-Functional Collaboration
- Work closely with Sales to coordinate direct and partner-led opportunities
- Partner with Marketing on co-marketing initiatives, case studies, and partner communications
- Collaborate with the technical team to ensure partners have the resources needed for successful implementations
- Provide feedback to Product on partner and end-client needs
What We're Looking For
Required Experience
- 7 years of experience in partnerships, channel sales, business development, or alliance management
- Proven track record building and scaling partner programs, ideally from an early stage
- Experience designing and managing certification or enablement programs
- Strong background in B2B enterprise software or technology services
- Demonstrated ability to recruit, negotiate with, and manage relationships with system integrators, consultancies, or resellers
- Experience managing partner-sourced pipeline and revenue attribution
Preferred Experience
- Background in AI/ML, data analytics, or enterprise software platforms
- Experience with partners in energy, industrial, or financial services verticals
- Familiarity with partner relationship management (PRM) tools and systems
- Previous experience at a high-growth startup building programs from scratch
- Existing network of relationships with consulting firms or system integrators