Director Of Partnerships

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.

Responsibilities

• Pipeline and revenue through partnership
  • You carry a partner-sourced and partner-influenced number. This is not a support function that hands leads to account executives and reports on activity. You will work opportunities alongside our direct sellers and alongside partner sellers, from first qualification through close, and you own the forecast for that motion. You will also define the rules of engagement, deal registration, and margin structure that keep the channel from colliding with direct sales and then enforce them.
• Technical integration and joint solutions design
  • You own the commercial and technical shape of how PowerAI plugs into a partner's world and how it drives joint value. First order of business: turn our existing Esri integration from a working piece of engineering into a formal, listed, jointly sold alliance, then do the same for Maximo, then prioritize what follows against real pipeline rather than a wish list. You'll also own the hyperscaler track — marketplace transactability and co-sell — which is as much a commercial unlock as a technical one. Throughout, you build the reference architectures and joint solution briefs that let a partner's pre-sales team position us credibly without us in the room. You are not expected to write production code. You are expected to hold your own in a conversation about API orchestration, data flow, GIS conflation, and where a given integration will break at enterprise scale — and to know when to pull Product and Engineering into the conversation.