Head of Partnerships

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

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Kodiak

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2003

🔒 Cybersecurity

⚕️ Healthcare Insurance

Cybersecurity • Healthcare Insurance • Public Safety

Kodiak is a leading provider of critical communications and security technology solutions. They specialize in mission-critical radios, video security systems, and unified communications that enhance operational efficiency and safety across various industries, including public safety, manufacturing, and healthcare. With a focus on innovation and reliability, Kodiak helps organizations stay connected and secure, ensuring effective communication during emergencies and routine operations alike.

📋 Description

• Own Kodiak's overall partnership strategy and the frameworks that govern how we identify, prioritize, and engage partners across Truck OEMs, Tier 1 suppliers, component vendors, and ecosystem players. • Build and maintain a pipeline of partnership opportunities; qualify partners based on strategic fit, commercial viability, and alignment with Kodiak's deployment goals. • Lead end-to-end deal structuring and negotiation — from defining commercial terms and governance structures to closing agreements in close collaboration with legal and finance. • Own the commercial onboarding process for new partners, establishing clear milestones and success metrics from day one. • Serve as the primary commercial point of contact for key partners; maintain executive-level relationships, identify expansion opportunities, and drive resolution when issues arise. • Work closely with Kodiak's internal teams — including engineering, operations, and product — to ensure the company delivers on commitments made to partners, and partner closely with the leadership team to align partnership priorities with Kodiak's broader strategic direction. • Define and track KPIs for partnership performance, and synthesize market intelligence from partner relationships to inform Kodiak's broader strategic priorities. • Build, manage, and mentor a growing partnerships team, fostering a culture of accountability, commercial rigor, and continuous improvement.

🎯 Requirements

• 15+ years of experience in partnerships, business development, or strategic alliances, ideally within the automotive, trucking, mobility, or deep technology sectors. • Proven track record managing complex, multi-stakeholder commercial relationships with OEMs, Tier 1s, or industrial suppliers from qualification through ongoing management. • Strong dealmaker with direct experience structuring and negotiating B2B agreements with significant commercial value. • Commercially sharp with the ability to identify value drivers, design win-win commercial structures, and hold firm on terms that matter. • Exceptional relationship builder — comfortable operating at the executive level with large industry players and equally effective working through the details with mid-level commercial teams. • Highly organized with the ability to manage a large, complex portfolio of partnerships across different stages simultaneously. • Ability to work effectively in a cross-functional environment, partnering with technical, legal, finance, and operations teams without needing to own or direct their work. • Entrepreneurial mindset — comfortable with ambiguity, able to build structure from scratch, and motivated by the opportunity to shape a new industry. • Willingness to travel regularly to engage with partners, attend industry events, etc. - up to 40% of the time.

🏖️ Benefits

• Competitive compensation package including equity and annual bonuses • Excellent Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and MetLife (including a medical plan with infertility benefits) • MetLife Legal Services, Identity & Fraud Protection, Hospital Indemnity Insurance, Accident Insurance, & Critical Illness Insurance • Flexible PTO, 10 paid holidays, and generous parental leave policies • Our office is centrally located in Mountain View, CA • Office perks: dog-friendly, free catered lunch, a fully stocked kitchen, and free EV charging • Long Term Disability, Short Term Disability, Life Insurance • Wellbeing Benefits - Headspace through Cigna, Calm through Kaiser, One Medical, Gympass, Spring Health through Cigna, Rula (mental health navigation) • Fidelity 401(k) • Commuter, FSA, Dependent Care FSA, HSA • Various incentive programs (referral bonuses, patent bonuses, etc.)