Partnership Manager, Logistics/Moving Goods Vertical

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Partnership Manager, Logistics/Moving Goods Vertical
Palo Alto

Job Description
As Partnership Manager for Ford Digital Services you will provide subject matter expertise in building market position by locating, developing, defining, negotiating, and closing revenue generating or business enabling partnerships for Ford’s digital services offers focused on the logistics and moving goods business vertical. You will work very closely with the Supply Chain Digital Services team, supporting the Head of Supply Chain Digital Services P&L leader to bring forth Go-to-Market approaches. Additionally, you will work closely with both internal teams as a subject matter expert overlay and directly with target companies to identify trends and requirements that can feed back into our Digital Services Product Team to help Ford deliver cutting-edge, supply chain based digital services to our customers. The role includes screening potential business deals by analyzing market strategies, deal requirements, potential, and financials while taking into consideration the Digital Services Group’s internal priorities. You will develop negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals. The role will provide assistance across the Ford Business Units to help them achieve their goals, while at the same time delivering on your own digital services portfolio and related revenue and/or MBO targets. Willing and able to travel 30+ percent of the time. Work location can be Palo Alto, CA or Dearborn, MI.

Responsibilities Include:

  • Establish and oversee the Partnerships for the Ford digital services, with accountability for helping define a go-to-market and pricing strategy
  • Executing the plan and delivering on revenue and/or MBO targets.
  • As a subject matter expert, identify new opportunities to create value (revenue, required capabilities, costs reduction, etc.) by working with Ford internal business units and directly with 3rd party digital services/API/SaaS platform providers to that could provide solutions that can be delivered by Ford as new digital services or enabling platforms.
  • Collaborate with internal customers, P&L owner, and product owners to learn and understand their business to better understand what is required to achieve our transformation and digital services catalog.
  • Gather an understanding of the overall ecosystem requirements to make our digital services more valuable to our internal and external customers.
  • Build strong internal customer and external partner relationships built on trust, creativity and integrity.
  • Create sales presentations and other tools that can be used to educate our customers and show industry thought leadership.
  • Uncover business challenges and develop value propositions that fit the group’s in-scope domain areas.
Implementation Plan:
  • Deliver strategy that defines and prioritizes opportunities that align with Ford’s digital services roadmap and priorities.
  • Manage pipeline of internal customers and partners, providing accurate forecasts and achieving target revenues and / or MBOs.
  • Support internal business owners’ partner needs by participating and driving partner discussions with target companies in the vertical.
Execution and Continuous Improvement:
  • Partner with product owners and the development teams to drive align with timing and prioritization from customers and insights that could help streamline our product backlogs.
  • Deliver on revenue targets, MBOs and provide success metrics and reports to analyze trends and patterns in the channels.
  • Continually think about our customers’ needs and support the Know/Make framework and

Basic Qualifications:
  • Bachelor’s Degree
  • 5+ years of Software Partnership and/or channel sales experience in software industry
  • 5+ years in the logistics’ vertical
  • 3+ years of experience in business models and go-to-market with solutions based on platforms and APIs
Preferred Qualifications:
  • Master’s degree preferably in Business, Marketing or Computer Science
  • 10+ years of Software Partnership or channel sales experience in software industry
  • 10+ years of logistics operations, sales, or software implementation experience; e.g. Warehouse Management Systems, Transportation Management Systems, or goods deliveries
  • 3+ years in automotive or transportation verticals
  • Solid understanding of IoT (data, sensors, etc.) and connectivity in terms of the whole vehicle system including automotive data
  • Understands and has proven hands-on experience defining and executing successful business models for complex partnerships
  • Solid understanding of platform economics, SaaS business models, and general understanding of data privacy in the US and EU
  • Proven track record of establishing strong, successful business partnerships with software and platform providers who can deliver digital services/APIs/SaaS solutions to solve internal challenges and/or create new revenue opportunities for your organization
  • Experience in defining and delivering an ecosystem strategy approach to enable and sell digital services/APIs/SaaS solutions
  • Self-motivated problem solver with the ability to thrive in a dynamic and customer-focused environment

The distance between imagination and … creation. It can be measured in years of innovation, or in moments of brilliance. When you join the Ford team discover all the benefits, rewards and development opportunities you’d expect from a diverse global leader. You’ll become part of a team that is already leading the way, with ingenious solutions and attainable products – and it is always ready to go further.

Candidates for positions with Ford Motor Company must be legally authorized to work in the United States on a permanent basis. Verification of employment eligibility will be required at the time of hire. Visa sponsorship is not available for this position.

Ford Motor Company is an equal opportunity employer committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race, religion, color, age, sex, national origin, sexual orientation, gender identity, disability status or protected veteran status.