Head of Partnerships
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AI Summary
Trackunit is a fast-growing, leading provider of IoT and telematics solutions for the global construction industry, operating out of offices worldwide. At the heart of our platform is IrisX — a purpose-built data and AI platform that connects machines, people, and systems to drive real-time, actionable insights across the construction ecosystem.
IrisX is more than a product. It is the foundation on which OEMs, enterprise software providers, ConTech innovators, and AI platforms build, connect, and create value. Partnerships is the commercial engine that makes this ecosystem real.
Role Overview
Trackunit is looking for a Head of Partnerships to own the commercial partnership motion for IrisX. This is a senior, commercially-driven leadership role within the Partnerships function, reporting to the VP of Platform.
You will be responsible for identifying, signing, and scaling the partnerships that drive IrisX credit consumption and ecosystem growth. You own the commercial relationship end-to-end — from sourcing and structuring deals to ensuring partners are activated and generating revenue. You will work cross-functionally with Product and Engineering to influence what gets built and how, but your primary lens is commercial: pipeline, deals, and partner-driven revenue.
You will lead a cross-functional pod — including a dedicated Product Manager, Platform Engineer, Field Marketing Manager, and Regional Managers as the function scales globally — but you are the commercial owner. Product and Engineering are partners in execution, not the centre of gravity of this role.
What You’ll Own
Commercial Partnership Ownership
Own the end-to-end commercial partnership motion for IrisX: sourcing, qualifying, structuring, and closing partnership agreements across ERP, ConTech, enterprise software, and AI platform categories
Define and manage a structured partner pipeline with clear qualification criteria, deal stages, commercial terms, and revenue targets
Negotiate and close partnership agreements — including rev share, co-sell, and referral frameworks — that create durable, recurring value for both parties
Own partner-driven IrisX credit consumption as your primary commercial metric; you are accountable for partners being live, active, and growing
Build and maintain senior relationships at partner organisations, operating at VP and C-suite level
Partner Activation & Growth
Drive partner activation from signed agreement through to live IrisX consumption, working with the pod to remove onboarding and integration bottlenecks
Build co-sell and co-marketing motions globally with Field Marketing and, over time, Regional Partnership Managers as the team scales
Develop and manage a scalable partner program: onboarding, enablement, commercial tiers, and success metrics that allow the ecosystem to grow without linear headcount
Identify where partner relationships can expand into deeper commercial arrangements — marketplace presence, joint GTM, or embedded integrations — and lead those conversations
Cross-Functional Influence
Work closely with Product and Engineering counterparts to ensure integration and platform requirements from partners are understood, prioritised, and delivered — without owning the build yourself
Bring a clear commercial perspective into P&E discussions: what partners need, what they will pay for, and what will drive consumption
Collaborate with GTM and Sales leadership to align partner pipeline with direct sales motions and avoid channel conflict
Feed structured partner demand — integration requirements, marketplace needs, API gaps — into the platform roadmap through the Platform Partnerships Lead
Team & Function Building
Lead the Integrations & Applications pod day-to-day, with a clear commercial direction that the PM, Engineer, and Marketing Manager align behind
Build toward a regional partnership org over time, defining the model and hiring profile for Regional Partnership Managers as the function grows globally
Set the commercial rhythm of the partnerships function: pipeline reviews, partner QBRs, deal cadences, and executive reporting
Qualifications
10+ years of experience in partnerships, business development, or commercial roles within enterprise software, SaaS, or platform businesses
Demonstrated track record of sourcing, structuring, and closing partnership agreements that generated measurable commercial outcomes
Strong commercial instinct: you think in terms of revenue, pipeline, and leverage — not just relationship quality or product fit
Experience working cross-functionally with Product and Engineering to translate commercial partner needs into delivered integrations or platform capabilities
Comfortable operating at senior levels with partner organisations; strong negotiator and relationship builder
Experience in construction technology, IoT, fleet management, ERP, or adjacent enterprise software ecosystems is a strong advantage
Excellent communication and executive presence — able to represent Trackunit credibly with strategic partners and internally with senior leadership
Comfortable working remotely and operating across global time zones, with the ability to build and lead a regional org over time
Why This Role
IrisX is positioned to become the platform layer of the global construction industry, and Partnerships is the commercial engine that will make the ecosystem real. This is not a product role or a relationship management role — it is a commercial leadership role for someone who wants to own the deals, build the pipeline, and be directly accountable for partner-driven revenue growth.
You will have real ownership, a cross-functional team behind you, and executive visibility — with the opportunity to build a partnerships function from the ground up as IrisX scales.
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