Director of Partnerships

📌 Core Information

🔹 Job Title: Director of Partnerships

🔹 Company: Kojo

🔹 Location: United States (Remote)

🔹 Job Type: Full-Time

🔹 Category: Software Development

🔹 Date Posted: April 3, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Fully Remote

🚀 Job Overview

Key aspects of this role include:

• Building and growing relationships with technology, referral, and reseller partners
• Executing strategies to engage vendors, distributors, and customers to drive pipeline and revenue
• Researching new channel opportunities in line with emerging market trends
• Leading partnership negotiations and structuring deals
• Formulating and implementing a partner account management plan
• Presenting market research and recommended strategies to drive business growth
• Collaborating with cross-functional teams to ensure alignment in partner strategies
• Representing Kojo Technologies at industry events and conferences

ASSUMPTION: This role requires a high level of autonomy and strategic thinking to successfully navigate the complex construction industry ecosystem.

📋 Key Responsibilities

✅ Building and growing relationships with technology, referral, and reseller partners in parallel with executing strategies to engage vendors, distributors, and customers that drive both pipeline and revenue

✅ Mapping and engaging the entire ecosystem in lockstep with CEO and VP of Growth

✅ Researching new channel opportunities in line with emerging market trends

✅ Leading partnership negotiations, structuring deals and working closely with finance teams to ensure smooth execution of contracts and compliance

✅ Formulating and implementing a partner account management plan to ensure that business relations are properly maintained and continue to meet quarterly targets

✅ Presenting market research to the executive team and recommended strategies to drive growth for the business

✅ Working closely with sales, marketing, product, and customer success teams to ensure alignment in partner strategies, effective onboarding, and seamless integration of partners into Kojo’s ecosystem.

✅ Building the proper infrastructure and support model to track and enable our partner ecosystem

✅ Representing Kojo Technologies at industry events, conferences, and meetings. Build the company’s profile as a trusted partner and thought leader in the industry.

ASSUMPTION: This role involves a significant amount of travel (30% of the time) to attend industry events and meet with partners.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 9+ years of experience in channel partnerships with at least 4 years working inside a Revenue organization

Required Skills:

• Proven ability to consistently achieve revenue targets and exceed goals
• Experience driving projects that are cross-functional in nature and require multiple stakeholders to sign off and be enabled
• Enjoys cultivating new relationships, build trust and positively influence others
• Problem solves (proactively and reactively) and displays empathy for customers' challenges when resolving issues
• Operates independently and as part of a team in a rapidly changing environment
• Actively uses insights and data to drive change and learn new information
• Motivated by opportunities in technology that make markets more efficient, transparent and accessible
• Ability to travel (30% of the time)

Preferred Skills:

• Experience in the construction and/or construction technology industry

ASSUMPTION: Candidates with experience in the construction or construction technology industry may have an advantage in understanding the unique challenges and opportunities within this sector.

💰 Compensation & Benefits

Salary Range: $170,000 - $220,000 USD per year (commensurate with experience and location)

Benefits:

• Equity Grant
• Full Suite of Perks and Benefits

Working Hours: Full-time (40 hours per week) with flexible hours and remote work arrangement

ASSUMPTION: The salary range provided is an estimate based on market data for similar roles in the software industry. Actual compensation may vary based on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on the construction industry

Company Size: 51-200 employees (Small to Medium-sized Enterprise)

Founded: 2018 (Relatively young and fast-growing company)

Company Description:

• Kojo is the leading materials procurement platform for trade and self-perform general contractors
• Connects office teams, field crews, the warehouse, and vendors on one all-inclusive procurement platform
• Helps contractors control their procurement process from takeoff to closeout, saving on material costs, reducing waste, and increasing productivity

Company Specialties:

• SaaS
• Construction
• Materials Management
• Supply Chain
• Commercial Building
• and contractors

Company Website: https://www.usekojo.com/

ASSUMPTION: Kojo is a well-funded, rapidly growing startup with a strong focus on innovation and customer success.

📊 Role Analysis

Career Level: Senior-level role with significant strategic impact on the company's growth and market share

Reporting Structure: This role reports directly to the CEO and works closely with the VP of Growth

Work Arrangement: Fully remote with occasional travel (30% of the time) for industry events and partner meetings

Growth Opportunities:

• Potential to grow into a VP or C-level role as the company expands
• Opportunity to shape the company's partner ecosystem and strategy
• Chance to work closely with the executive team and influence the company's direction

ASSUMPTION: This role offers significant growth potential for the right candidate, as Kojo continues to expand its market presence and partnerships.

🌍 Location & Work Environment

Office Type: Fully remote (no physical office)

Office Location(s): N/A (Employees work remotely across North and South America)

Geographic Context:

• Kojo's team members work from home 100% of the time across North and South America
• Business hours are congruent with local time zones
• Occasional travel may be required for industry events and partner meetings

Work Schedule: Full-time (40 hours per week) with flexible hours and remote work arrangement

ASSUMPTION: Kojo's fully remote work environment offers candidates the flexibility to work from anywhere within the United States, with occasional travel requirements.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the Hiring Manager
• Technical assessment or case study
• Final interview with the CEO and other stakeholders

Key Assessment Areas:

• Strategic thinking and problem-solving skills
• Relationship-building and communication abilities
• Industry knowledge and understanding of the construction ecosystem
• Data-driven decision-making and analytical skills

Application Tips:

• Highlight relevant experience in channel partnerships and revenue generation
• Demonstrate a strong understanding of the construction industry and its unique challenges
• Showcase your ability to build and maintain strong relationships with partners and stakeholders
• Prepare for behavioral and situational interview questions focused on your problem-solving skills and strategic thinking

ATS Keywords: Channel Partnerships, Revenue Generation, Negotiation, Market Research, Cross-Functional Collaboration, Relationship Building, Problem Solving, Data-Driven Decision Making, Customer Focus, Innovation, Accountability, Impact Measurement, Stakeholder Engagement, Project Management, Sales Alignment, Onboarding

ASSUMPTION: Kojo's interview process is designed to assess candidates' strategic thinking, problem-solving skills, and cultural fit within the company's fast-paced, innovative environment.

🛠️ Tools & Technologies

• CRM software (e.g., Salesforce, HubSpot)
• Project management tools (e.g., Asana, Trello)
• Data analysis and visualization tools (e.g., Excel, Power BI)
• Communication and collaboration tools (e.g., Slack, Microsoft Teams)

ASSUMPTION: Kojo uses industry-standard tools and technologies to support its sales, marketing, and operations efforts.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsession: You care deeply about our customers
• Innovation: You look for “10x” solutions and are determined to transform this industry
• Accountability: You are motivated by having the space to make your best judgments about what should be done and how to do it
• Impact: You measure results and are evidence-based

Work Style:

• Collaborative and cross-functional
• Data-driven and analytical
• Innovative and forward-thinking
• Adaptable and responsive to change

Self-Assessment Questions:

• Do you have a proven track record of building and maintaining strong relationships with partners and stakeholders?
• Are you comfortable working in a fast-paced, dynamic environment with a high degree of autonomy?
• Do you have a strong understanding of the construction industry and its unique challenges?
• Are you able to travel occasionally (up to 30% of the time) for industry events and partner meetings?

ASSUMPTION: Kojo values candidates who are customer-focused, innovative, accountable, and results-driven, with a strong ability to work collaboratively in a dynamic environment.

⚠️ Potential Challenges

• Navigating the complex and fragmented construction industry ecosystem
• Building and maintaining relationships with a diverse range of partners, vendors, and customers
• Keeping up with the fast-paced, ever-changing nature of the technology industry
• Occasional travel requirements (up to 30% of the time) for industry events and partner meetings

ASSUMPTION: This role presents unique challenges and opportunities for candidates looking to make a significant impact in the construction technology industry.

📈 Similar Roles Comparison

• Unlike traditional sales or business development roles, this position requires a strong focus on strategic partnerships and ecosystem mapping
• This role is unique in its emphasis on driving revenue through partnerships and channel expansion, rather than direct sales
• Career progression in this role may lead to VP or C-level positions as the company grows and expands its partner ecosystem

ASSUMPTION: This role offers a unique opportunity for candidates looking to build and shape a company's partner ecosystem and drive growth through strategic partnerships.

📝 Sample Projects

• Developing and executing a comprehensive partner strategy to drive revenue and market share for Kojo
• Building and maintaining strong relationships with key industry players, including technology partners, vendors, and customers
• Researching and evaluating new channel opportunities in line with emerging market trends
• Negotiating and structuring strategic partnerships to drive business growth and market expansion

ASSUMPTION: These sample projects illustrate the strategic, cross-functional, and high-impact nature of the Director of Partnerships role at Kojo.

❓ Key Questions to Ask During Interview

• How does Kojo plan to expand its partner ecosystem in the coming years?
• What are the key challenges and opportunities in the construction industry, and how does Kojo plan to address them?
• How does Kojo support the professional growth and development of its employees?
• What is the company's long-term vision for the Director of Partnerships role, and how does this role fit into that vision?
• How does Kojo measure the success of its partnerships, and what metrics are used to track progress?

ASSUMPTION: These interview questions are designed to help candidates better understand Kojo's strategic goals, company culture, and long-term vision for the Director of Partnerships role.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Customize your resume to highlight relevant experience in channel partnerships, revenue generation, and the construction industry
• Write a cover letter explaining your interest in the role and how your skills and experience make you a strong fit for Kojo
• Prepare for interview questions focused on your strategic thinking, problem-solving skills, and cultural fit within the company
• Follow up with the hiring manager one week after submitting your application to express your continued interest in the position

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.