Director, Ecosystem Partnerships

Director, Ecosystem Partnerships

Remote - US

Cleo’s 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 customers’ 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, Net Suite (Oracle), Acumatica, Sage, and leading TMS/WMS providers. Your mission is to position Cleo as a preferred integration partner within these ecosystems—driving 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, Suite World, SAP Sapphire, MODEX, Manifest), and Cleo offices.

• Own and develop executive‑level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, Net Suite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers.
• Develop and execute a rolling 12‑month strategic alliance plan for each publisher, aligned with Cleo’s product roadmap and go‑to‑market priorities.
• Serve as Cleo’s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner.
• Build and maintain strong relationships with publisher field sales organizations to drive deal‑level collaboration and referrals.

• Own and deliver against annual publisher‑influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution.
• Architect and execute joint go‑to‑market motions including co‑sell plays, joint solution positioning, co‑branded campaigns, and publisher‑sponsored events.
• Build data‑driven business cases to justify investment in alliance programs, including trade‑off analysis and ROI modeling for joint initiatives.
• Establish and track partner‑influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership.
• Identify and activate publisher referral and lead‑sharing programs to generate qualified pipeline for Cleo’s direct and channel sales teams.

• Drive Cleo’s ISV certification and technology validation efforts with each publisher, ensuring Cleo’s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations.
• Own Cleo’s marketplace presence across publisher ecosystems (e.g., Microsoft App Source, Net Suite Suite App, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest.
• Collaborate with Product and Engineering to align Cleo’s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features.
• Coordinate joint product development plans with publishers to keep Cleo’s solutions aligned with publisher innovations and evolving customer requirements.

• Partner closely with Cleo’s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategy—creating a multiplier effect across the partner ecosystem.
• Work with Marketing to develop co‑branded content, case studies, joint webinars, and thought leadership that elevates Cleo’s visibility within publisher ecosystems.
• Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go‑to‑market strategy.
• Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleo’s alliance strategy.

• Education: BA/BS degree…