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Do you want to change the world? Zipline is on a mission to transform the way goods move. Our aim is to solve the world’s most urgent and complex access challenges by building, manufacturing and operating the first instant delivery and logistics system that serves all humans equally, wherever they are. From powering Rwanda’s national blood delivery network and Ghana’s COVID-19 vaccine distribution, to providing on-demand home delivery for Walmart, to enabling healthcare providers to bring care directly to U.S. homes, we are transforming the way things move for businesses, governments and consumers. The technology is complex but the idea is simple: a teleportation service that delivers what you need, when you need it. Through our technology that includes robotics and autonomy, we are decarbonizing delivery, decreasing road congestion, and reducing fossil fuel consumption and air pollution, while providing equitable access to billions of people and building a more resilient global supply chain.

Join Zipline and help us to make good on our promise to build an equitable and more resilient global supply chain for billions of people.

About You and The Role

Zipline is scaling fast and we need to ensure we have the right Software tools and Cloud partners on board to enable efficient long-term growth. We are looking for an individual with experience in strategic market analysis, total value evaluation of each solution and a love of deals. You will work cross-functionally with all of our SW, IT, BIS, Infosec, Perception, Cloud Infrastructure + many more teams to help drive the strategy around requirements for SW tools and Cloud services. You’ll own evaluating the solutions against requirements, structuring the partnerships and managing successful long-term performance of the partners you bring on board. This role will own each vendor relationship end to end and provide thought leadership to internal teams on how our partner portfolio should be structured with interface to finance and legal functions.

What You'll Do

• Own sourcing strategy around Zipline’s SW tools and align with our Finance team on budgets and scope
• Partner with our Cloud Infrastructure team to drive a cloud-agnostic strategy and structure corresponding agreements with the providers
• Evaluate requirements for SaaS and various SW tools across all teams and communicate effectively with internal stakeholders to create a competitive vendor portfolio strategy
• Dig in and understand roadmap alignment, market positioning, product offering, competitive advantages and pricing structure of each potential external partner
• Negotiate price, SLA and performance metrics
• Structure and execute SOWs and Master Services Agreements
• Maintain awareness of the day-to-day workflows with each partner and act as a point of escalation for internal users and stakeholders as the primary owner of the commercial relationship
• Review partner performance and hold periodic business reviews to address any issues and align on features

What You'll Bring

• You have a minimum of 5+ years of proven sourcing or sales experience with end to end partner or account management, ideally within the SaaS or Cloud space
• You have closed and executed on both strategic partnerships and highly competitive deals
• Your personal brand anchors on being self-motivated, making things happen, and taking pride in what you do
• You are willing to dive in and learn new technology and markets fast with natural curiosity
• You pride yourself on building strong external and internal relationships based on trust and mutual respect
• You have the grit, resourcefulness, and resilience to thrive in novel, uncertain and constantly-changing business and regulatory environments

What Else You Need to Know