Director of Strategic Partnerships

About Us

Nanonets agents are built for complex business processes. Ranked #1 in understanding unstructured data and applying business rules in processes like accounts payable, order management, and supply chain.

Nanonets agents handle the exceptions other tools miss, reducing processing time by 94% and delivering clean data to SAP, Salesforce, or any system of record.

That's why global enterprises reach for Nanonets when workflows are complex and accuracy is non-negotiable.

Learn more about us here

• Youtube https://www.youtube.com/watch?v=-xlaRA7HYNQ
• Hugging Face https://huggingface.co/nanonets/Nanonets-OCR2-3B
• Nanonets Research https://nanonets.com/research/nanonets-ocr-2/#key-features

Role Overview

• Nanonets is building a broader partner ecosystem to expand our enterprise reach and make
• partnerships a meaningful source of pipeline, revenue, and customer value.
• This is a new role designed to help turn that strategy into a working partner operation.
• You will work closely with Nanonets leadership and our strategic ecosystem advisor to build
• and manage the programs, processes, and operating rhythm needed to support multiple types
• of partners. These will include global and regional systems integrators, consulting firms,
• technology partners, ERP ecosystem partners, referral partners, and other strategic
• relationships.
• This role is intentionally broader than a position focused on a single alliance or technology
• platform. We are looking for a partnership generalist who understands how different partner
• models work and can translate strategy into partner plans, enablement, joint go-to-market
• activity, qualified pipeline, and revenue.
• This is a hands-on builder’s role. Success means creating a practical and repeatable partner
• operating model while also helping a focused group of priority partners produce measurable
• business results.

What You’ll Do

Build the Partner Operating Model

• Help put Nanonets’ partner strategy, program structure, and operating model into

practice

• Build repeatable processes for partner recruitment, evaluation, onboarding,

enablement, business planning, opportunity management, and performance reviews

• Help define how Nanonets works with different partner types, including systems

• integrators, consulting firms, technology companies, referral partners, and strategic
• solution partners

• Establish a consistent operating cadence, including partner plans, pipeline reviews,

executive checkpoints, and quarterly business reviews

• Create the tools, templates, and internal processes required to support the program as

it grows

Develop Priority Partnerships

• Manage the day-to-day development of a focused portfolio of high-priority partners
• Build partner-specific business plans covering target markets, customer use cases,

executive sponsorship, enablement, joint account planning, and revenue objectives

• Identify the right people within each partner organization across sales, consulting,

alliances, solution development, and executive leadership

• Turn early partner interest into clear commitments, market activity, customer

opportunities, and measurable results

• Maintain strong working relationships at both the executive and field levels

Drive Partner-Sourced Revenue

• Coordinate account mapping, joint prospecting, opportunity development, and co-sell

activity between partners and the Nanonets sales organization

• Build visibility into partner-sourced and partner-influenced pipeline
• Help partners position Nanonets within enterprise transformation, automation, finance,

operations, and supply-chain initiatives

• Support active opportunities and remove the commercial, organizational, or technical

obstacles that can slow partner-led deals

• Track partner contribution to pipeline, bookings, revenue, and strategic account

penetration

Enable and Scale

• Create practical enablement materials that help partner sellers, consultants, architects,

and delivery teams understand where Nanonets fits and how to take it to market

• Coordinate partner training, solution workshops, sales plays, use-case development, and

field activation

• Work with Marketing to develop partner campaigns, events, customer stories, and

market-facing content

• Help build repeatable solutions around high-value enterprise workflows such as

• accounts payable, procure-to-pay, order-to-cash, order management, and customs
• documentation

• Capture what is working in the field and use those lessons to improve the broader

partner program

Support Commercial Development

• Help develop and implement commercial models for referral, resale, services, co-sell,

managed-platform, and strategic solution relationships

• Support partnership agreements, business cases, investment decisions, and commercial

negotiations

• Understand partner economics and create structures that give both Nanonets and its

partners a clear reason to invest

• Ensure that commercial arrangements are tied to specific commitments, responsibilities,

and expected outcomes

Collaborate Cross-Functionally

• Work closely with Sales to connect partner activity to target accounts and active

opportunities

• Partner with Product and Engineering teams to communicate partner requirements and

prioritize high-value integrations and capabilities

• Coordinate with Marketing on joint positioning, campaigns, events, and market

development

• Work with Customer Success and delivery teams to support strong customer handoffs

and successful implementations

• Collaborate with Finance and Legal on commercial structures, agreements, governance,

and reporting

Requirements

Broad Partnership Experience

• 8–12 years of experience in enterprise software partnerships, alliances, business

development, or partner-led go-to-market roles

• Experience working across more than one partner model, such as systems integrators,

• consulting firms, technology alliances, ERP platforms, referral partners, or channel
• relationships

• Strong understanding of how enterprise partners sell, influence customer decisions,

develop solutions, and deliver services

• Experience working with global or regional systems integrators and enterprise

consulting organizations

Proven Execution

• Demonstrated ability to take a partner strategy and turn it into practical programs,

operating processes, partner activity, and commercial results

• Experience building joint business plans, account-mapping programs, co-sell motions,

enablement programs, and partner governance

• Track record of helping partnerships generate qualified pipeline and revenue
• Ability to manage multiple partners and initiatives without losing focus on the

relationships and activities that matter most

Commercial Judgment

• Strong understanding of partner economics, incentives, commercial models, and joint

investment decisions

• Experience supporting or negotiating partnership agreements and go-to-market

structures

• Ability to evaluate whether a partnership has real commercial potential and what will be

required to activate it

• Comfortable using pipeline, revenue, enablement, and performance data to make

decisions and hold partners accountable

Executive Presence and Operating Discipline

• Strong relationship-building skills with the ability to work with senior executives, partner

leaders, sellers, consultants, and technical teams

• Clear and persuasive communicator who can explain technical capabilities in practical

business terms

• Highly organized, dependable, and comfortable managing several workstreams at once
• Willing to personally drive the details required to move a partnership forward
• Comfortable operating in a fast-growing company where the partner strategy and

operating model are still being built

Enterprise Technology Understanding

• Familiarity with AI, intelligent automation, document processing, enterprise workflows,

• or related software categories
• Understanding of enterprise platforms such as SAP, Oracle, Microsoft Dynamics, Infor,
• and Salesforce is strongly preferred

• Knowledge of finance, operations, procurement, order management, or supply-chain

transformation is a plus

Global and Available

• Willingness to travel for partner meetings, customer engagements, planning sessions,

and industry events

• Able to work across regions and time zones while maintaining primary responsibility for

the US market

Additional Information

• This is a hybrid role based in the Bay Area, California, with an expectation of working from our
• Palo Alto, CA office twice each week.
• The anticipated base salary range for this position is $240,000–$350,000 per year. Final
• compensation will be determined based on location, relevant experience, qualifications, and
• the compensation of employees in similar positions. The overall package may also include
• performance-based compensation, equity, and company benefits.