What are the responsibilities and job description for the Head of Partnerships position at Embrava?
Head of Partnerships
Location: New York, NY (Hudson Yards) | Hybrid Reports to: CEO Team: Leads the Partnerships team
About Embrava
Embrava builds workplace technology that helps hybrid and in-office teams work better together. Our products, including Blynclight and our Desk and Room Sign solutions, are used by organizations around the world to signal availability, manage shared spaces, and reduce interruptions. Founded in Australia, we now operate across the US, UK, and Australia, and we are growing fast,
The Role
We are looking for a Head of Partnerships to lead and grow our partnerships team. This is primarily a leadership role: you will manage, mentor, and scale the partnerships team, set the strategy for how we work with technology and channel partners, and make sure the team is hitting its goals. You will be the person who owns partner relationships at a strategic level and turns them into measurable growth for the business. We need someone who can be a strong people leader who can bring structure, accountability, and momentum to a team.
What You'll DO
Team leadership and management
- Lead, coach, and develop the partnerships team, setting clear goals and holding the team accountable to them
- Build the team's processes, priorities, and ways of working, and scale the team as the partnerships function grows
- Run regular one-on-ones, pipeline reviews, and performance check-ins
- Represent the partnerships team to the executive group and report on progress against targets
Partnership strategy and execution
- Own the overall partnerships strategy and align it with company growth objectives
- Build and manage relationships with technology partners (for example collaboration platforms such as Office Space, Envoy, and Eptura) and channel partners (distributors, resellers, and value-added resellers)
- Identify and prioritize new partnership opportunities that expand Embrava's reach and revenue
- Negotiate partnership agreements and work with internal teams on the commercial and technical terms
- Partner closely with Sales, Marketing, and Product to make sure partner initiatives translate into pipeline and revenue
What Success Looks Like
- A motivated, high-performing partnerships team with clear goals and strong execution
- Growth in partner-sourced and partner-influenced revenue
- A healthy and expanding pipeline of active technology and channel partners
- Strong cross-functional working relationships across Sales, Marketing, and Product
What We're Looking For
- Proven experience leading and managing a team, ideally in partnerships, channel, business development, or sales
- A track record of building and growing partner or channel relationships that delivered measurable results
- Strong commercial judgment and comfort negotiating agreements
- Excellent communication and relationship-building skills, internally and externally
- Experience in SaaS, hardware, or workplace technology is a plus
- Familiarity with the collaboration and productivity software ecosystem (Microsoft365)
What We Offer
- Competitive salary and performance-based incentives
- The chance to shape and scale a growing function at a fast-moving company
- A collaborative, ambitious team across three continents