About the role
The Opportunity
FedEx Dataworks is creating a new market category in supply chain intelligence, turning FedEx's physical commerce data into AI-powered intelligence and orchestration products. This is not a traditional sales leadership role; it is a ground floor opportunity to shape how a new business finds, wins, and grows its customers and partners.
You will lead and scale our Strategic Partnerships and Business Development organization, owning revenue growth, customer acquisition strategy, and commercial forecasting while building the team, playbooks, and operating model that transform innovation partnerships into scalable business outcomes.
What You'll Do
Lead, coach, and scale a high-performing Strategic Partnerships and Business Development team, fostering a culture of accountability, growth, and continuous improvement.
Define and execute customer acquisition and partnership strategies across the product lifecycle, from design partners and proof-of-value engagements to scalable sales, channel, and ecosystem motions.
Develop and manage a strategic partner ecosystem—including technology, channel, industry, and innovation partners—to accelerate market adoption, product innovation, and revenue growth.
Own business development activities end-to-end, including opportunity sourcing, deal structuring, negotiation, and execution of complex commercial agreements in partnership with Legal and Finance.
Serve as the cross-functional leader aligning Product, Engineering, Marketing, Sales, Finance, and Legal around partnership strategy, commercial execution, and growth priorities.
Establish the operating model for the function, including performance metrics, operating rhythms, capacity planning, forecasting processes, talent development, and organizational scalability.
Own revenue targets, pipeline performance, customer acquisition outcomes, and commercial forecasts for FedEx Dataworks, providing executive leadership with visibility into growth opportunities, risks, and business performance.
Who You Are
A builder of people and functions: you have led and coached commercial teams and stood up or scaled a function, not just run an existing one
An expert negotiat…
