Business Development & Alliances Director

Location: While this position is posted in a specific location, all of Oyster’s positions are fully remote and you can work from home. Forever. 

To create the best experience for our new hire (you?!) this role does require you to be based EST +/- 5 hours time zone. 

The Oyster Partnerships team is on a path to building a deep and strategic ecosystem in HR tech. We are expanding our strategies beyond basic referral and integration models to set up trajectory-changing partnerships that will lead to exponential growth for the company.

What you'll do…

We are seeking a highly skilled and experienced Business Development & Alliances Director to join our team. This role will sit on the Revenue team, in Partnerships, but align heavily with Product. The successful candidate will drive the strategy for identifying, prospecting, negotiating, and establishing strategic product partnerships. This position requires a combination of strategic thinking, relationship-building, and business acumen to drive successful collaborations. 

This role will develop and drive a market approach to acquiring deep product partnerships. The candidate will actively recruit and manage industry leading partnerships with top HR tech companies. The role will be a quota-carrying role to drive revenue from our product partnerships. 

• Strategy Development:

  • Devise a strategy and roadmap for deeply integrated product partnerships, including OEM.

• Partnership Identification and Assessment:

  • Conduct thorough market research to identify potential partners 

  • Evaluate and assess potential partnerships based on business fit, market impact, and revenue potential.

• Prospecting:

  • Be creative and innovative in initiating new partner conversations to fill the pipeline 

• Negotiation and Deal Structuring:

  • Lead negotiations with potential partners to establish mutually beneficial agreements.

  • Develop creative deal structures that maximize value for both parties.

  • Collaborate with legal, product, and finance teams to ensure the development of robust and compliant partnership agreements.

• Relationship Building:

  • Cultivate and maintain strong relationships with key stakeholders at partner organizations.

  • Serve as the main point of contact for partners, addressing concerns and ensuring a positive and collaborative partnership experience.

• Cross-functional Collaboration:

  • Collaborate with internal teams, including sales, marketing, product development, and operations, to ensure seamless execution of partnership initiatives.

  • Work closely with product teams to build the roadmap for Strategic Product Partnerships

  • Work closely with product teams to understand and align partner integration requirement

• Revenue Generation:

  • Develop and implement strategies to drive revenue growth through partnerships.

  • Track and report on key performance indicators (KPIs) related to partnership success and revenue impact.

• Market Analysis and Trend Monitoring:

  • Stay abreast of industry trends and market dynamics to identify new opportunities for partnerships.

  • Analyze competitor partnerships and market developments to inform strategy.

• Reporting and Analysis:

  • Generate regular reports on partnership performance and provide insights to the executive team.

  • Utilize data and analytics to refine partnership strategies and optimize outcomes.

📜 What we're looking for 

• 10+ years in partnerships or alliance business development; forming go-to-market partnerships with a history of exceeding individual performance metrics

• Proficient in managing complete account planning cycles and adept at selling to Enterprise-level

• Demonstrated ability to drive a strategy independently

• HR Tech experience and ecosystem connections

• Demonstrated ability to influence, negotiate, and persuade decision-makers

• Strong verbal and written communication skills, with experience presenting to partners and stakeholders

• A firm grasp on API and technical partnerships; ability to speak in some depth comfortably  

• A proactive mindset to create and grow partnership opportunities in autonomy

• A strong bias for execution and concrete impact generation 

• Proven time management and organizational skills

• Ability to work independently and as part of a team

• Flexibility and adaptability to change

You'll also need...

• A reliable home internet connection (or be able to get one)

• Fluent English language skills