• Build, lead, and develop a high-performing partnerships team, providing clear direction, coaching, and accountability. • Set goals, define roles and responsibilities, and establish operating rhythms that enable the team to execute effectively and consistently. • Mentor and grow team members through regular feedback, performance management, and professional development. • Foster a culture of collaboration, ownership, and continuous improvement across the partnerships organization. • Align with your team's to maintain, and deepen relationships with key partners, collaborators, and industry stakeholders. • Serve as the primary point of contact for partners and act as a trusted advisor to internal teams and external organizations. • Co-build and execute a comprehensive partnership strategy for each of our key industries that align with Ottimate’s goals and growth initiatives. • Collaborate with Sales, Marketing, Product, Legal, and Customer Success teams to align joint initiatives and ensure seamless execution. • Communicate partnership priorities and insights to leadership, contributing to strategic planning and company-wide goals. • Represent the company at industry events, conferences, and partner engagements as an ambassador of our mission and value proposition.

About OttimateOttimate is an AI-powered AP [Accounts Payable] automation platform that empowers finance teams to reduce costs, prevent overpayments, detect fraud, and enforce policy compliance across the entire invoice-to-payment lifecycle. **Your Responsibilities:** - **Partnership Strategy & Execution: ** - Co-develop and own the partnership strategy aligned with company objectives and growth priorities in your specific ecosystem. - Identify, evaluate, and prioritize strategic partners that expand market access and unlock new revenue opportunities. - Lead partnership discussions end-to-end, including discovery, negotiation, structuring, and execution of agreements. - **Relationship Ownership: ** - Build and manage executive-level relationships with key partners, serving as the primary point of contact and trusted advisor. - Own the full lifecycle of partnerships, from onboarding and enablement through long-term partner management. - Act as the escalation point for strategic partner issues while proactively identifying opportunities for expansion. - **Cross-Functional Influence:** - Work closely with Sales, Marketing, Product, Legal, and Customer Success to align on joint initiatives and ensure successful execution. - Influence internal stakeholders without formal authority, driving alignment and momentum across teams. - Translate partner feedback into actionable insights that inform product direction and go-to-market strategy. - **Pipeline & Revenue Impact:** - Drive measurable pipeline and revenue through partner resellers, partner referrals and partner-influenced opportunities. - Support co-selling motions with internal sales teams, helping partners position joint value propositions effectively. - **Performance Measurement & Optimization:** - Know and work towards your success metrics and track performance against goals, pipeline, and ROI. - Continuously refine partnership models, playbooks, and processes to improve efficiency and scalability. - **Market & Brand Presence** - Represent the company externally at partner meetings, industry events, and ecosystem forums. - Stay close to market trends, competitive dynamics, and partner needs to inform ongoing strategy.

• Manage a pipeline of existing customer business to drive customer retention & growth • Build long-term relationships with 150+ accounts by conducting regular account-level debriefs, product demos & check-in calls • Prospect for growth opportunities within your existing client base through referral and other networking initiatives • Follow the AM Daily Dashboard workflow provided in the CRM • Maintain a clean and up to date pipeline forecast • Effectively communicate and collaborate with the Customer Success & Support teams • Actively participate and contribute to team meetings, Slack discussions & 1:1s • Leverage a mix of communication methods to proactively engage and grow your accounts

• Lead strategic relationships with assigned partners, serving as the primary senior point of contact and executive sponsor • Define and drive joint account strategies, including multi-year growth planning, pipeline creation, and expansion opportunities • Lead renewals, commercial discussions, and expansion strategies in partnership with Sales and leadership teams • Drive joint go-to-market execution including co-sell motions, enablement, and partner pipeline reviews • Partner cross-functionally to align delivery performance, customer experience standards, and long-term platform adoption • Represent partner needs internally by translating feedback into actionable insights for Product, Engineering, and GTM teams