Summary

The Business Development and Partnerships team plays an important role in our go-to-market strategy, collaborating closely with product and sales teams to identify and develop growth opportunities. The team is responsible for creating strategic partnerships and fostering a diverse ecosystem of technology and services partners.

As a Business Development Lead, you will play a key role in identifying, building and nurturing a network of complex and high-value alliances and partnerships. This includes developing the partnership strategy and plan, driving successful collaboration across the company’s stakeholders, leading negotiations with the partner, and developing an enablement plan to ensure partnership success. Partnerships can range from crypto-native technology companies, financial services firms, public sector entities to professional services firms.   

In this role, you’ll: 

1. Conduct market analysis and develop data-driven strategies to identify, prioritize and formulate a partnership plan for Chainalysis’ products and strategic business segments
2. Build consensus and alignment with key stakeholders and lead executive reviews for proposed partnerships and initiatives
3. Simultaneously drive multiple deals forward and ensure cross-functional stakeholder alignment across Sales, Product, R&D, Finance, Marketing and Legal teams
4. Structure and negotiate the terms of the partnership agreement that support both Chainalysis and the partners’ interests
5. Develop and own the end-to-end partnership plan with stakeholder input including the partnership monetization strategy, product integration, enablement and co-marketing plans
6. Lead partnership negotiations, including identifying the negotiation strategy, collaborating with Legal and managing executive escalations
7. Build and maintain deep relationships within prospective and existing strategic partners
8. Develop a post-deal governance framework to ensure communication, field enablement and reporting with key stakeholders. Develop Key Performance Indicators to demonstrate partnership value and success.
9. Drive partnership success through ongoing engagement with new and existing partners, developing joint partner plans and coordinately closely with sales teams

We’re looking for candidates who have: 

1. Experience in a role that involved identifying, structuring and growing strategic partnerships that have a high degree of complexity in their commercial structure
2. Experience enabling and building strategic partnerships at or with a high-growth tech company
3. The skillset to deeply understand how to evaluate and prioritize potential partnerships, focused on revenue and market share growth assessments
4. Strong understanding of the technology industry, ideally with knowledge of blockchain, financial services or public sector industries
5. Excellent communication skills, and the ability to convey complex concepts in an approachable and concise way
6. A “no job is too small” mentality, and the adaptability to be both a player and a coach as the need arises
7. Ability to troubleshoot complex issues and course correct as necessary
8. Consistent track record of collaboration and developing trusted relationships with internal and external teams

This role is ineligible for visa sponsorship.

Skills

• Business Development
• Business Relation
• Communications Skills
• Growth Strategy
• Negotiations Skills
• Strategic Thinking
• Team Collaboration