Job description
Job Description
We are looking for a Director, Cloud Partnerships & Business Development to join Procore’s Strategic Partnerships team. This role acts as the strategic point person for our full partnership with AWS (as well as future Cloud partnerships). You will be responsible for implementing the strategy, business development, and leadership for all parts of the Procore + AWS relationship, working cross-functionally to identify and develop areas to support and accelerate Procore’s long-term growth. You will partner directly with AWS to ensure we are aligned on long-term vision and partnership, develop and execute GTM plans (including co-sell, joint pipeline development, co-marketing), and track and deliver key metrics/impact. The Director, Cloud Partnerships & Business Development role is a blend of strategic decision making and tactical execution, in which you will own decisions, implementation, and outcomes. Some critical questions you will own answering, and re-answering, over the next few years:
How does Procore best align with AWS (and future Cloud partners) to accelerate customer adoption and deployment? This may vary by partner, geography, industry and potentially even the use case.
How do we leverage both partner and Procore sales teams to accelerate growth? This might include co-sell plans, GTM plans, incentives, etc.
Are our product road maps aligned and are we maximizing our product integration that ensures the best customer experience and performance? Do we have a compelling “Better Together” story with demonstrable value for our customers?
How do we differentiate our offering and value proposition with AWS and future Cloud partners so that we are the preferred solution to deliver against their goals?
This position will report into the VP, Corporate Development and Strategic Partnerships and will have frequent contact with senior executives, up to and including the C-suite of both organizations. This opportunity can work remotely from any US location, and we are looking for someone to join us immediately.
What you’ll do:
Be the first point of contact for the AWS relationship, helping to bring together existing partnership/relationship threads across Sales, Marketing, Product, Engineering, and other functions into one cohesive partnership. Drive a full-Procore AWS Partnership strategy, ensuring alignment across all of those functions (and executives) and seeking areas to leverage the partnership to accelerate Procore’s “base case” outcomes.
Lead and facilitate Partnership QBRs, joint executive alignment, and overall engagement and ability to own the revenue targets globally.
Create and execute strategic joint business plans driven by KPI’s, pipeline, and performance.
Own the global AWS co-sell target and overall program. Work closely with our in-field channel resources (dotted-line relationship) to connect the Procore Sales organization with AWS’ Sales teams for pipegen, account mapping, co-selling, and sales enablement to drive growth aligned to revenue targets.
Partner with the Procore AWS Marketing Lead to craft joint demand generation strategies and drive ROI. Deliver a GTM strategy including event sponsorships, webinars, videos, blog posts, and social media.
Identify, cultivate, and drive new business opportunities that facilitate long-term growth through co-innovating, co-marketing, and co-selling with AWS.
Work with internal stakeholders and technical AWS leads to support and/or contribute to a robust co-build roadmap.
Prioritize and engage in strategic AWS programs that align to joint revenue growth.
Drive AWS partner executive-level engagement with key internal stakeholders.
Drive AWS Marketplace optimization to scale quarter over quarter growth.
Communicate and evangelize the successes of strategic partnerships to internal stakeholders across various organizations.
What we’re looking for:
8-12 years of experience in partner management or strategic partnerships.
Consistent track record of exceeding revenue targets and business objectives.
Experience with building, developing and growing strategic partnerships and relevant programs that deliver long term revenue growth and customer/partner satisfaction.
Experience with Cloud / hyperscaler partnerships. Working knowledge of Cloud Marketplaces.
Highly analytical and data driven; an innovative thinker and creative problem solver who is naturally curious.
Proven ability to communicate effectively with internal and external senior leadership, including the C-suite.
A self-starter who can work with minimal supervision to drive results.
Comfortable with ambiguity and working cross-functionally in a high growth business landscape.
Construction knowledge or AWS-specific partnership experience is strongly preferred but not required.
Bachelor’s degree or equivalent experience.
Additional Information
Base Pay Range $160,000 - $220,000. Eligible for Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation, and has provided an estimated pay range for this role. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.
Perks & Benefits
At Procore, we invest in our employees and provide a full range of benefits and perks to help you grow and thrive. From generous paid time off and healthcare coverage to career enrichment and development programs, learn more details about what we offer and how we empower you to be your best.
About Us
Procore Technologies is building the software that builds the world. We provide cloud-based construction management software that helps clients more efficiently build skyscrapers, hospitals, retail centers, airports, housing complexes, and more. At Procore, we have worked hard to create and maintain a culture where you can own your work and are encouraged and given resources to try new ideas. Check us out on Glassdoor to see what others are saying about working at Procore.
We are an equal-opportunity employer and welcome builders of all backgrounds. We thrive in a dynamic and inclusive environment. We do not tolerate discrimination against candidates or employees on the basis of gender, sex, national origin, civil status, family status, sexual orientation, religion, age, disability, race, traveler community, status as a protected veteran or any other classification protected by law.
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Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact our benefits team here to discuss reasonable accommodations.
For Los Angeles County (unincorporated) Candidates:
Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.
A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore’s information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.
