Partnerships / Business Development

About the Role

We win by plugging into ecosystems that already own distribution, installs, and trust: BMS vendors, controls contractors/integrators, sensor OEMs, and data center operators with standardized commissioning workflows.

Partnerships / BD is responsible for turning those relationships into repeatable channels: integrations that get adopted, referral motions that actually close, and research collaborations that produce validation and credibility (not science-fair demos).

This role is for someone who can do both strategy and execution: identify the right partners, structure the deal, get the integration shipped, and turn talk into outcomes.

What You’ll Do

• BMS + controls partnerships: establish integration partnerships with BMS vendors and integrators; define joint value props, integration requirements, and co-sell/referral motions.
• Sensor OEM relationships: source and manage sensor partnerships, align on calibration/telemetry needs, negotiate terms, co-develop reference designs when useful.
• Operator partnerships: develop relationships with data center operators for multi-site pilots and expansion frameworks.
• Research partners: build collaborations for metrology validation, experimental design, and credible third-party results.
• Integration commercialization: translate integrations into packaged offerings with clear acceptance tests and documentation.
• Deal structuring: negotiate referral/rev-share/reseller/OEM terms; align incentives; avoid “free engineering forever.”
• Partner enablement: create partner collateral, integration guides, training, and install/support playbooks.
• Internal alignment: coordinate product, engineering, solutions, and sales so partnerships ship instead of becoming half-promises.

Concrete Deliverables

• A partner pipeline with prioritized targets (BMS, integrators, OEMs, operators, research).
• A shipped integration path (v1) with at least one BMS/integrator: data mapping, alert routing, receipt export.
• A partner program: tiers, incentives, lead sharing rules, joint success metrics.
• An OEM sensor shortlist with qualification criteria and negotiated terms.
• At least one flagship pilot partnership (operator or integrator-led) with a clear expansion plan.
• A research validation plan (if applicable): report + test protocol + credibility assets.

Required Qualifications

• Experience in partnerships/BD in B2B tech, industrial, IoT, HVAC/controls, or infrastructure markets.
• Ability to navigate technical integrations (APIs, schemas, protocols) well enough to scope and unblock work with engineers.
• Strong negotiation and deal-structuring skills; comfort aligning multi-party incentives.
• High follow-through: you can coordinate across orgs and ship partner outcomes.

Preferred Qualifications

• Existing network in BMS/controls ecosystem (Siemens, Schneider, Honeywell, Johnson Controls, Tridium/Niagara, integrators).
• Experience with sensor OEMs and hardware supply constraints (lead times, lifecycle, calibration support).
• Familiarity with data center operations and commissioning realities (change windows, security, reliability culture).
• Experience setting up research/validation partnerships and turning results into market-ready credibility.

How You’ll Be Measured (First 60–90 Days)

• You secure at least one high-leverage partnership path (integration + co-sell) with clear next steps and internal resourcing.
• An integration or pilot partnership moves from LOI-ish talk to an executed plan with deliverables and success metrics.
• Partner enablement materials exist and are usable by sales/solutions.
• The company has a repeatable story for how we plug into your existing stack (BMS + sensors + ops workflow).

Working Style

• You avoid partnership theater: no vague MOUs without shipped value.
• You obsess over incentives, install reality, and support burden.
• You communicate clearly across technical and business stakeholders and keep scope honest.

Title & Level

Partnerships / Business Development (senior IC; can grow into Head of Partnerships), partnering tightly with sales, solutions, product, and engineering.