Director, Ecosystem Partnerships

Director, Ecosystem Partnerships Remote - US Cleou2019s supply chain orchestration platform powers end-to-end connectivity for thousands of businesses worldwide. As we accelerate our ecosystem-led growth strategy, we are seeking a Director, Ecosystem Partnerships to build and own publisher-level relationships with the leading ERP, TMS, and WMS software publishers whose platforms are at the center of our customersu2019 supply chain technology stacks. This is not a channel sales role. This is a strategic, publisher-facing alliance position where you will engage directly with the corporate alliance, product, and executive teams at publishers such as Microsoft, SAP, NetSuite (Oracle), Acumatica, Sage, and leading TMS/WMS providers. Your mission is to position Cleo as a preferred integration partner within these ecosystemsu2014driving joint go-to-market initiatives, ISV certifications, marketplace presence, and measurable partner-influenced revenue. This is a REMOTE OPPORTUNITY with up to 30% travel to publisher headquarters, industry conferences (e.g., Microsoft Inspire, SuiteWorld, SAP Sapphire, MODEX, Manifest), and Cleo offices. What you will be doing Publisher Relationship Strategy u2022 Own and develop executive-level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, NetSuite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers. u2022 Develop and execute a rolling 12-month strategic alliance plan for each publisher, aligned with Cleou2019s product roadmap and go-to-market priorities. u2022 Serve as Cleou2019s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner. u2022 Build and maintain strong relationships with publisher field sales organizations to drive deal-level collaboration and referrals. Joint Go-to-Market & Revenue u2022 Own and deliver against annual publisher-influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution. u2022 Architect and execute joint go-to-market motions including co-sell plays, joint solution positioning, co-branded campaigns, and publisher-sponsored events. u2022 Build data-driven business cases to justify investment in alliance programs, including trade-off analysis and ROI modeling for joint initiatives. u2022 Establish and track partner-influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership. u2022 Identify and activate publisher referral and lead-sharing programs to generate qualified pipeline for Cleou2019s direct and channel sales teams. ISV Certification & Marketplace Strategy u2022 Drive Cleou2019s ISV certification and technology validation efforts with each publisher, ensuring Cleou2019s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations. u2022 Own Cleou2019s marketplace presence across publisher ecosystems (e.g., Microsoft AppSource, NetSuite SuiteApp, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest. u2022 Collaborate with Product and Engineering to align Cleou2019s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features. u2022 Coordinate joint product development plans with publishers to keep Cleou2019s solutions aligned with publisher innovations and evolving customer requirements. Cross-Functional Leadership u2022 Partner closely with Cleou2019s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategyu2014creating a multiplier effect across the partner ecosystem. u2022 Work with Marketing to develop co-branded content, case studies, joint webinars, and thought leadership that elevates Cleou2019s visibility within publisher ecosystems. u2022 Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go-to-market strategy. u2022 Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleou2019s alliance strategy. Requirements + Education: + BA/BS degree required; MBA or advanced degree preferred. + Experience: + 10u201315 years of experience in strategic alliances, publisher partnerships, business development, or ISV alliance management within B2B enterprise software. + Deep, demonstrable experience managing strategic relationships with ERP publishers at the corporate/global level. Experience with one or more of the following is required: Microsoft, SAP, Oracle/NetSuite, Acumatica, or Sage. + Strong knowledge of EDI (Electronic Data Interchange) and how EDI/integration solutions fit within ERP, TMS, and WMS technology ecosystems. This is a must. + Thorough understanding of the ERP VAR landscape and how publishers, ISVs, VARs, and system integrators interact within partner ecosystems. This is a must. + Proven track record of delivering measurable partner-influenced revenue or ARR through publisher alliance programs. + Experience architecting joint go-to-market strategies, co-sell motions, and ISV certification programs with enterprise software publishers. + Familiarity with supply chain technology ecosystems, including TMS (Transportation Management Systems) and WMS (Warehouse Management Systems) publishers and their integration requirements. + Ability to build compelling, data-driven business cases and strategic frameworks that align publisher and Cleo objectives. + Executive presence with the ability to engage, influence, and present to C-level stakeholders at both publisher organizations and within Cleo. + Exceptional relationship-building, negotiation, and communication skills across in-person, video, and written channels. _We use artificial intelligence (AI) tools to assist in certain stages of our recruitment process, such as resume screening and candidate matching. These tools are designed to support fair and consistent evaluations. If you have questions about this process or would like to request an alternative assessment method, please contact us at ._ _Cleo Communications US, LLC is an equal opportunity/affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law._ Create a Job Alert Interested in building your career at Cleo (US) ? Get future opportunities sent straight to your email.

Created: 2026-02-23