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Roboflow is building a platform that gives software the sense of sight, enabling developers and organizations to build, deploy, and manage computer vision applications. With over 1 million developers using the platform and customers ranging from startups to Fortune 500 companies, Roboflow is now investing in ecosystem partnerships as a critical growth engine.
You will own the end-to-end partnerships strategy and execution, building Roboflow's ecosystem from the ground up. This is a senior individual contributor role where you will personally source, develop, and structure partnerships across three critical areas: consulting and systems integration partners, hardware partners (cameras, edge compute, sensors), and software/technology partners.
Key responsibilities include:
- Developing and executing Roboflow's partnership strategy, identifying where partnerships create leverage across distribution, customer acquisition, deployment, and expansion
- Building the consulting and SI ecosystem by developing relationships with firms and integrators who can identify computer vision opportunities and deploy solutions at scale
- Developing strategic hardware partnerships across the ecosystem of devices and infrastructure customers use for computer vision deployment
- Building software and technology partnerships through integrations, co-selling, co-marketing, and strategic relationships
- Personally taking partnerships from idea to revenue: sourcing, building business cases, negotiating agreements, launching, and driving measurable results
- Creating partner-sourced and partner-influenced pipeline in close collaboration with Sales
- Developing joint go-to-market motions (co-selling, referral, marketplace, integration, co-marketing)
- Enabling partners to successfully sell and deploy Roboflow through technical and commercial enablement
- Establishing the operating system for Partnerships: prioritization, performance measurement, pipeline management, and resource allocation
- Building onboarding and enablement programs for partners
- Serving as the internal voice of the ecosystem, bringing partner insights back to Product, Engineering, Marketing, and GTM
This role offers the opportunity to build a partnerships organization from a relatively blank page rather than inherit a mature program. You will work cross-functionally with Sales, Product, Engineering, Marketing, and Delivery to mobilize the company around partnership opportunities.
QUALIFICATIONS & REQUIREMENTS:
- Proven track record personally building and owning strategic partnerships in a high-growth technology company
- Meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships, with demonstrated understanding that these ecosystems operate differently
- Builder mentality: excited by starting with a blank page rather than inheriting a mature program
- Comfortable operating as a senior IC and personally doing the work: sourcing partners, making introductions, building business cases, negotiating agreements, driving joint opportunities
- Strong commercial orientation with ability to connect partnership activity directly to revenue and customer outcomes
- Understanding of the difference between signing a partnership and building one that actually works
- Ability to navigate relationships from individual contributors through senior executives
- Fluidity between strategy and execution
- Highly cross-functional with ability to mobilize internal teams around partnership opportunities
- Comfort with ambiguity and strong judgment about resource allocation
PREFERRED QUALIFICATIONS:
- Experience building a partner ecosystem from early stage rather than only operating within established programs
- Background in AI/ML, developer tools, infrastructure, data platforms, robotics, or computer vision
- Experience building partnerships involving technology deployed into the physical world
- Direct work with global consulting firms or systems integrators and ability to activate them beyond agreement signing
- Existing strong partner network to bring to the role
- Experience building hardware relationships involving cameras, edge devices, compute, sensors, or adjacent infrastructure
- Track record creating meaningful revenue through partner-sourced or partner-influenced opportunities
- Experience turning an early partnerships motion into something repeatable enough to eventually build a team around
