Director of Partnerships - Buzz Solutions

About Buzz Solutions

Buzz Solutions builds PowerAI, a computer vision platform that finds hardware defects in utility transmission and distribution infrastructure and delivers those findings straight into the systems where utilities actually make asset decisions. Our customers include Dominion, AEP, NYPA, and Ameren. We integrate today with Esri's ArcGIS and IBM Maximo, and we work alongside capture partners such as Skydio.

We are at the stage where the direct sales motion works and the next order of magnitude has to come from somewhere else. That is what this role is for.

The Role

Design and execute our go-to-market partner strategy and execution — and own the revenue it generates. Over the next 18–24 months that means building a repeatable partner motion in the United States, opening Canada as our first international market, and scoping the markets that follow. You will define our partnership categories (and priorities), evaluate partners in each of those categories, sign them, make them technically viable, enable partner sellers and delivery teams to carry Buzz without our hand on their shoulder, and be accountable for the pipeline and closed ARR that results.

This is deliberately a hybrid charter. It requires someone who can sit in a commercial negotiation in the morning, walk an integration architecture with a partner's solutions team in the afternoon, and run a certification workshop for that partner's field engineers the following week. Candidates who can only do one or two of those three will not succeed here. You will be an individual contributor at hire, with an expected path to building a partner organization in year two.

Key Responsibilities

• Pipeline and Revenue Through Partnership: Carry a partner-sourced and partner-influenced revenue target. Work opportunities alongside direct sellers and partner sellers from first qualification through close, owning the forecast. Define and enforce rules of engagement, deal registration, and margin structure to prevent channel collision with direct sales.
• Technical Integration and Joint Solutions Design: Own the commercial and technical integration of PowerAI into partner ecosystems. Formalize existing Esri and IBM Maximo relationships into listed, jointly sold alliances, then prioritize future integrations against actual pipeline. Own the hyperscaler track for marketplace transactability and co-sell. Build reference architectures and joint solution briefs. Coordinate effectively with Product and Engineering teams on API orchestration, data flow, GIS conflation, and enterprise scaling.
• Partner Enablement and Certification: Build comprehensive enablement materials to convert agreements into revenue, including sales narratives, ROI tooling, demo certifications, and technical implementation curricula. Establish a tiered certification program to drive a services multiplier on software sales.
• International Market Entry: Lead partner-led international expansion, starting with entry into Canada and strategically sequencing subsequent market entries.

Qualifications

• Built a Partner Ecosystem from Scratch: Experience building early-stage or scaling B2B partner programs from near zero (e.g., initial agreement templates, rules of engagement, certification decks).
• Revenue Accountability: Proven track record carrying and hitting partner-sourced pipeline and closed revenue targets.
• Enterprise Sales Experience: Background selling into slow, regulated, procurement-heavy enterprise sectors. Experience with utilities or adjacent regulated infrastructure (energy, telecom, transportation, public sector) is strongly preferred.
• Technical Fluency: Ability to credibly discuss data movement across capture providers, platforms, GIS, and EAM; evaluate enterprise scale integration risks; and distinguish demo-level integrations from enterprise-grade ones.
• Content & Program Creation: Hands-on experience writing partner pitch narratives, ROI models, demo certifications, and technical curricula.
• Commercial Negotiation: Experience negotiating referral, resell, white-label, OEM structures, deal registration, data rights, and liability terms alongside legal teams.
• Individual Contributor Mindset: Comfortable operating as a standalone IC in an ambiguous, resource-constrained environment prior to scaling the team.

Additional Requirements

• Buzz Solutions does not provide sponsorship for work authorization in the United States at this time.
• Buzz Solutions is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to any protected classification as defined by law.