Director of Consulting Ecosystem

We are seeking an analytical and driven Director of Partnerships to join our growing team. Despite our rapid growth in travel, payments, and expense, Navan has not historically invested heavily in developing deep partnerships with consultants and systems integrators to grow our business and improve customer experiences.

Our vision for this team is to grow our reputation and partner model meaningfully with the leading systems integration and consultant partners globally. This will take the form of both being on the radar for recommendations to clients reactively, as well as understanding, promoting and proactively bringing Navan's solution to leading corporations. Given the enormous nature of the opportunity, we're planning to invest in an exceptional leader to grow this strategic and commercially critical function. We'll also plan to invest in a small to mid-sized supporting team as the practice grows.

What You'll Do:

• Lead the end-to-end strategy, sourcing, negotiation, and relationship management for our partners across Consultants and System Integrators.
• Collaborate daily with Finance and Corporate Development to refine our commercial understanding of our partners' economics (and our own) to drive creative, mutually beneficial commercial structures. Also report out clearly on deal impacts, both for influenced and sourced new business.
• Partner with our product teams to build innovation integrations and solutions that drive business growth and improve the Product.
• Leverage your network and strategic partnerships to expand Navan's product offerings into new categories and services.
• Function as the internal subject matter expert on SI/consulting partner ecosystems. Work hand-in-hand with cross-functional teams (including Design, Engineering, Legal, and Go-To-Market) to uncover business needs, execute flawlessly, and drive delivery.

What We're Looking For:

• 8+ years of experience in business development, partnerships, strategy, banking, consulting, or systems integration, with exposure within the B2B technology sector.
• Direct, hands-on experience negotiating complex business partnerships and deals, with a track record of bringing in millions of new revenue in a commercially additive way in the consulting and SI network, from a firm or technology provider.
• Deep financial understanding of our potential client and partner set, Consultants/SIs and other tech companies. You are data-driven with a keen attention to detail. You are comfortable with modeling the business and revenue impact in partnership with our finance team.
• A proven track record of working closely and effectively with technical product and engineering teams to build and scale products.
• High energy and initiative, with fresh ideas. You can lead cross-functional teams toward ambitious goals with agency and urgency, including partnerships, revenue growth, and acquisitions in the category.
• You look for opportunities to learn, grow, and give/receive feedback in a dynamic, meritocratic environment.

Pay Range:

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate's starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate's skills and experience, market demands, and internal parity.

For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

• Pay range: $143,100 to $318,000 USD