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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Partner Development Lead - Service Partners - **Company:** Emergent BioSolutions Inc. - **Location:** San Francisco, CA, United States - **Experience:** Expert - **Contract:** Permanent contract - **Skills:** Amazon Web Services, Software Engineering, Stripe - **Published:** September 4, 2026 - **Apply:** https://startup.jobs/partner-development-lead-service-partners-emergent-labs-9804280 ## About the Role * 5+ years of experience in partnerships, channel, alliances, or business development, ideally with agencies, systems integrators, dev shops, or a similar service-partner ecosystem. * A track record of taking a single pilot relationship and turning it into a scalable, repeatable program: you've built the playbook, not just run the deal. * Comfortable operating with a lot of ambiguity in a fast-paced startup environment where the function is still being built. * Self-motivated and professionally persistent: you proactively find and remove internal and external barriers rather than waiting for a process to catch up with you. * Strong commercial and negotiation skills, with experience structuring partner agreements and revenue-share models. * An excellent relationship-builder who can work across cultures, time zones, and company sizes, from a boutique agency to a large systems integrator. * Anchors every decision on joint customer success, not just partner count or deal volume. Nice to Have: * Experience specifically with digital marketing, SEO/SEM, or web/app development agencies as partners or customers. * Experience building or scaling a channel program alongside a hyperscaler co-sell motion (for example, AWS ISV Accelerate or APN). * Multilingual skills or experience managing partners internationally. ## Description Digital marketing agencies, IT solution providers, and dev shops are already building for their clients on Emergent, today largely through one-off, ad hoc relationships. We're looking for a senior individual contributor to turn that into a scalable, repeatable playbook: one that systematically recruits, enables, and drives joint customer acquisition with service partners around the world. You'll start by taking our first regional agency partnership from a single relationship into a documented, repeatable program, then use that playbook to recruit similar partners market by market, country by country. You'll report to our Head of Partnerships (formerly of AWS and Stripe) as one of the first dedicated partner hires, with real latitude to shape how this function works, not just execute someone else's process. What You'll Do: * Turn our first pilot agency partnership into a documented, repeatable playbook: partner criteria, onboarding, enablement, budget model, and success metrics, the blueprint for recruiting similar partners in new markets. * Build and run Emergent's formal partner program for digital marketing agencies, IT solution providers, and dev shops: partner tiering, a vetted partner directory, certification and enablement content, and co-sell motions. * Own end-to-end relationships with service partners, from prospecting and recruitment through onboarding, enablement, activation, and ongoing account management, including regular business reviews. * Define and be accountable for joint outcomes in this priority order: new customer acquisition sourced or influenced by partners; speed to a deployed, production application; and customer retention and expansion. * Negotiate and stand up commercial terms and partner agreements (revenue share, co-marketing investment, marketing development funds) in partnership with legal and finance. * Partner cross-functionally with marketing, product, and sales so partner-sourced leads convert smoothly into deployed, successful customers. * Represent the voice of service partners internally, and build the internal processes, tooling, and reporting that let this program scale well beyond what one person can manage one relationship at a time. ## Related Videos - [Navigating Growth, Scaling Challenges, and Office Expansions with David Singleton, CTO at Stripe](https://www.wearedevelopers.com/videos/100362-navigating-growth-scaling-challenges-and-office-expansions-with-david-singleton-cto-at-stripe) - [The Avengers Initiative (Practical Ethics for Software Engineers)](https://www.wearedevelopers.com/videos/2070-the-avengers-initiative-practical-ethics-for-software-engineers) - [Containers in the cloud - State of the Art in 2022](https://www.wearedevelopers.com/videos/410-containers-in-the-cloud-state-of-the-art-in-2022) - [I’m a Developer Working in Marketing… Here’s Why - Tim Cadenbach](https://www.wearedevelopers.com/videos/1372-i-m-a-developer-working-in-marketing-here-s-why-tim-cadenbach) - [Coffee with Developers](https://www.wearedevelopers.com/videos/354-coffee-with-developers) - [Reliable scalability: How Amazon.com scales on AWS](https://www.wearedevelopers.com/videos/983-reliable-scalability-how-amazon-com-scales-on-aws) ## Related Articles - [Fully Remote Software Engineer Jobs](https://www.wearedevelopers.com/magazine/447-fully-remote-software-engineer-jobs) - [Events like RSAC Get You CISOs. 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