Back to jobs
New

Director, Ecosystem Partnerships

Remote - US

 

 

Cleo’s supply chain orchestration platform powers end-to-end connectivity for thousands of businesses worldwide. As we accelerate our ecosystem-led growth strategy, we are seeking a Director, Ecosystem Partnerships to build and own publisher-level relationships with the leading ERP, TMS, and WMS software publishers whose platforms are at the center of our customers’ supply chain technology stacks.

This is not a channel sales role. This is a strategic, publisher-facing alliance position where you will engage directly with the corporate alliance, product, and executive teams at publishers such as Microsoft, SAP, NetSuite (Oracle), Acumatica, Sage, and leading TMS/WMS providers. Your mission is to position Cleo as a preferred integration partner within these ecosystems—driving joint go-to-market initiatives, ISV certifications, marketplace presence, and measurable partner-influenced revenue.

This is a REMOTE OPPORTUNITY with up to 30% travel to publisher headquarters, industry conferences (e.g., Microsoft Inspire, SuiteWorld, SAP Sapphire, MODEX, Manifest), and Cleo offices.

 

What you will be doing 

 

Publisher Relationship Strategy

• Own and develop executive-level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, NetSuite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers.

• Develop and execute a rolling 12-month strategic alliance plan for each publisher, aligned with Cleo’s product roadmap and go-to-market priorities.

• Serve as Cleo’s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner.

• Build and maintain strong relationships with publisher field sales organizations to drive deal-level collaboration and referrals.

Joint Go-to-Market & Revenue

• Own and deliver against annual publisher-influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution.

• Architect and execute joint go-to-market motions including co-sell plays, joint solution positioning, co-branded campaigns, and publisher-sponsored events.

• Build data-driven business cases to justify investment in alliance programs, including trade-off analysis and ROI modeling for joint initiatives.

• Establish and track partner-influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership.

• Identify and activate publisher referral and lead-sharing programs to generate qualified pipeline for Cleo’s direct and channel sales teams.

ISV Certification & Marketplace Strategy

• Drive Cleo’s ISV certification and technology validation efforts with each publisher, ensuring Cleo’s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations.

• Own Cleo’s marketplace presence across publisher ecosystems (e.g., Microsoft AppSource, NetSuite SuiteApp, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest.

• Collaborate with Product and Engineering to align Cleo’s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features.

• Coordinate joint product development plans with publishers to keep Cleo’s solutions aligned with publisher innovations and evolving customer requirements.

Cross-Functional Leadership

• Partner closely with Cleo’s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategy—creating a multiplier effect across the partner ecosystem.

• Work with Marketing to develop co-branded content, case studies, joint webinars, and thought leadership that elevates Cleo’s visibility within publisher ecosystems.

• Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go-to-market strategy.

• Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleo’s alliance strategy.

 

 

Requirements 

  • Education:
    • BA/BS degree required; MBA or advanced degree preferred.
  • Experience:
    • 10–15 years of experience in strategic alliances, publisher partnerships, business development, or ISV alliance management within B2B enterprise software.
    • Deep, demonstrable experience managing strategic relationships with ERP publishers at the corporate/global level. Experience with one or more of the following is required: Microsoft, SAP, Oracle/NetSuite, Acumatica, or Sage.
    • Strong knowledge of EDI (Electronic Data Interchange) and how EDI/integration solutions fit within ERP, TMS, and WMS technology ecosystems. This is a must.
    • Thorough understanding of the ERP VAR landscape and how publishers, ISVs, VARs, and system integrators interact within partner ecosystems. This is a must.
    • Proven track record of delivering measurable partner-influenced revenue or ARR through publisher alliance programs.
    • Experience architecting joint go-to-market strategies, co-sell motions, and ISV certification programs with enterprise software publishers.
    • Familiarity with supply chain technology ecosystems, including TMS (Transportation Management Systems) and WMS (Warehouse Management Systems) publishers and their integration requirements.
    • Ability to build compelling, data-driven business cases and strategic frameworks that align publisher and Cleo objectives.
    • Executive presence with the ability to engage, influence, and present to C-level stakeholders at both publisher organizations and within Cleo.
    • Exceptional relationship-building, negotiation, and communication skills across in-person, video, and written channels.

 

 

We use artificial intelligence (AI) tools to assist in certain stages of our recruitment process, such as resume screening and candidate matching. These tools are designed to support fair and consistent evaluations. If you have questions about this process or would like to request an alternative assessment method, please contact us at hr@cleo.com.

Cleo Communications US, LLC is an equal opportunity/affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law.

Create a Job Alert

Interested in building your career at Cleo (US) ? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Cleo (US) ’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.