Strategic Partnerships Lead

Deputy is a global SaaS remote-first workforce management company with hubs in Sydney, Melbourne, San Francisco and London, plus team members working remotely across the United States. Our platform serves over 1.5 million workers and 375,000 workplaces across 100+ countries. We are backed by top global investors and recently achieved Unicorn status. 

At Deputy, we’re improving the world of work, one shift at a time, for 80% of the world’s workforce: hourly workers. These are the dedicated employees who keep our world running – from baristas to nurses, cleaners to delivery drivers, florists to factory workers. Despite their vital role in society, most workplace technology has focused on those workers who sit behind a desk, but at Deputy, we transform the frontline. When businesses use Deputy, their workplaces thrive – the business is more profitable, compliant, and productive, while the workers are more engaged and happier at work.

If you’re passionate about creating solutions that put people first and helping businesses and their teams thrive, join us at Deputy and make an impact where it matters most!

The Role

The Strategic Partnerships Lead is highly skilled and experienced with the ability to drive our company's growth by identifying, researching, sourcing, negotiating, and closing complex and strategic deals with large enterprise partners and clients. You will be required to quickly prove out a track record of success in business development, sales, and strategic partnerships.

As Lead, you will be responsible for helping to set standards for the rest of the team. 

Goals:

- Originate and close strategic marketplace and embedded product partnership deals with the largest adjacent partners in Deputy’s ecosystem. 

- Drive revenue and strong partnership health with existing embedded partnerships.

- Support and enable Deputy’s cross-functional teams to effectively work with our ISV and referral partners as needed. 

Responsibilities

• Business Development
• Develop and execute a comprehensive business development strategy to identify and pursue high-value, complex deals that are commercially favorable to Deputy.
• Conduct in-depth market research and analysis to identify potential clients, assess their needs, and align our company's offerings with their strategic objectives.
• Proactively source and build relationships with key decision-makers within target enterprise organizations.
• Establish yourself as a thought leader and “person to know” in the broader HR Tech ecosystemDevelop a deep understanding of our partners' business priorities, challenges, and objectives, and utilize this knowledge to craft innovative, win-win solutions that align with their unique needs and drive mutual success.
• Collaborate with internal teams, including product, marketing, legal, and finance, to develop customized solutions and compelling joint-value propositions.
• Lead complex negotiations, ensuring favorable terms and outcomes for both parties.
• Close strategic deals that drive significant revenue growth and align with the company's long-term objectives.
• Account Management
• Manage and nurture relationships with partners to ensure customer satisfaction, foster long-term partnerships, and identify opportunities for expansion and upselling.
• Build and maintain strong, long-term relationships with key stakeholders at enterprise accounts through regular communication, empathy, and a deep understanding of their needs and goals.Serve as a trusted advisor to enterprise clients, providing strategic guidance and thought leadership to help them navigate complex business challenges and achieve their goals.
• Collaborate closely with internal teams (e.g., product, marketing, finance) to develop customized solutions and value propositions that address specific client needs and drive account growth.
• Continuously monitor industry trends, competitive landscape, and client feedback to identify emerging opportunities and proactively adapt account strategies as needed.
• Proficiently use account management tools to track key account metrics, generate reports, and provide visibility into account health and growth potential.
• Project Management
• Employ world-class project management skills to oversee complex, multi-stakeholder initiatives from planning to execution, ensuring smooth coordination and timely delivery.
• Provide regular updates (weekly) to key stakeholders on the status of these deals, including milestones, next steps, and risks. Hold all stakeholders accountable to their deliverables and commitments, using a combination of diplomacy, assertiveness, and escalation when necessary to keep projects on track.
• Develop and execute meticulous account plans with clear timelines, milestones, and resource allocation, and consistently meet deadlines through effective prioritization and risk management.
• Strategy and Leadership
• Stay up-to-date with industry trends, competitor activities, and emerging technologies to identify new opportunities and inform strategic decision-making.
• Collaborate your manager to develop and refine the company's enterprise business development strategy and goals.
• Influence senior stakeholders and navigate complex organizational structures to drive strategic initiatives forward, building trust quickly both internally and externally.
• Think strategically about how to maximize value from partnerships, identifying untapped opportunities and proposing creative solutions.
• Demonstrate strategic thinking beyond the job description, pulling from other frameworks and building your own to drive success.
• Communication and Presentation
• Demonstrate executive presence and credibility when interacting with C-level executives, adapting communication style and content.
• Create and deliver compelling presentations and proposals, leveraging strong public speaking and presentation skills.
• Maintain a high level of personal accountability for the success of assigned accounts, proactively addressing challenges and taking ownership of outcomes.
• Problem-Solving and AdaptabilityThrive in ambiguous and highly dynamic situations, adapting quickly to changing circumstances.
• Add value to the team by building scalable solutions and proactively sharing them with colleagues.
• Surface opportunities with enthusiasm and thoroughly review all material before sharing it externally.
• Proactively bring solutions to the table, rather than simply surfacing problems.

The on target earnings range for this role is $174,180 - 204,600 and includes base pay and target variable pay (subject to the percentage attainment of specific sales goals). The compensation for this position takes into account multiple factors that are all considered to determine an individual candidate’s annual pay. These factors include but are not limited to: market factors, experience, technical and non-technical skills, education, certifications, and other business acumen.

Employee Perks

- Ownership in the company via Share Options

- Company match 401k plan

- Comprehensive health benefits

- Commuter reimbursement program

- Flexible remote-first work policy

- Company wide development and coaching

Deputy believes in equal opportunity and that inclusiveness and diversity promotes innovation. Our global team members are from a variety of cultures. And we welcome different perspective and skills. 

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