About the Company
This role exists to systematically unlock partner relationships as a primary revenue channel, applying an Ecosystem-Led Growth (ELG) framework. The Head of Ecosystem will build and own GreenNode's partner network across technology and application partners — turning ecosystem relationships into measurable pipeline.
About the Role
Leading AI technology providers are actively seeking partners in the region — GreenNode is positioned as a compliant, high-performance infrastructure layer for enterprises with data residency and regulatory requirements. ISV partners building AI applications on GreenNode infrastructure create recurring compute consumption with no direct sales motion required. A dedicated partnerships leader will accelerate growth across multiple channels, leveraging existing infrastructure deployments as proof points.
Responsibilities
Partner Pipeline & Ecosystem Architecture
- Own the partner ecosystem strategy end-to-end: partner selection, tier definition, commercial terms, and joint GTM playbooks.
- Build and maintain a partner map of GreenNode's target ecosystem — technology providers, ISV players, and emerging AI startups — updated quarterly with relationship status and pipeline data.
- Negotiate and close partnership agreements: MoUs, co-sell agreements, and revenue-sharing structures.
- Apply account mapping to identify warm paths into enterprise deals for the sales team.
Technology Partner Relationships
- Establish and own GreenNode's relationships with leading technology partners.
- Structure model agreements: commercial models, SLA requirements, and technical onboarding in collaboration with engineer team.
Partner Program
- Design and launch GreenNode's Partner Program: onboarding criteria, technical certification, co-marketing benefits, and revenue-sharing structure.
- Onboard partners with joint solution briefs, integration specs, and co-sell playbooks.
Product Partnerships
- Own partnerships for GreenNode's product lines as they launch: commercial terms, co-sell motion, and joint GTM plan.
- Identify and activate the right partner segments for each product, matching partner strengths to target customer profiles.
- Cross-reference partner customer lists against GreenNode's target accounts to surface warm leads for the sales team.
Nearbound Sales Enablement
- Run weekly account mapping sessions with the sales team to surface prospects already in partner ecosystems and coordinate warm introductions.
- Write and maintain co-sell playbooks by segment: regulated industry, general enterprise,...
- Track partner-sourced and partner-influenced pipeline separately in CRM with clear attribution standards.
Partner Marketing
- Own the co-marketing calendar: joint webinars, co-authored thought leadership, and partner co-sponsorship for product launch events.
- Produce partner case studies with quantified business outcomes.
- Build Better Together one-pager messaging for each priority partner.
Qualifications
Non-Negotiable
- Full professional proficiency in Mandarin, English, and Vietnamese (spoken and written), fluency significantly accelerates relationship-building at the executive level.
- 5–8+ years in partnerships, business development, or ecosystem roles in tech / cloud / platform companies. Partnerships as a primary function — not marketing or sales.
- Demonstrated ability to close complex partnership agreements: MoUs, co-sell agreements, revenue-share structures. Knows what a good commercial term looks like.
- Track record of building from zero: has built a partnership program from scratch, not just inherited an existing ecosystem. Comfortable with ambiguity.
Strongly Preferred
- Background in GPU cloud, AI infrastructure, or AI platform companies. Understands what a model hosting agreement means technically — does not need to be an engineer, but must speak the language.
- Regional market familiarity: understands that enterprise buying culture in Vietnam and broader Southeast Asia differs from other markets. Can navigate distributed relationship-building across countries.
- Experience with ELG tools (Crossbeam, PartnerStack, or similar account mapping platforms) or willingness to build lightweight equivalents.
- Familiarity with major cloud and data ecosystem partner programs (e.g. hyperscaler partner networks) is a plus.
Mindset & Working Style
- Founder mindset: owns outcomes, not activities. Does not need a team to start generating pipeline. Will be the first person in this function.
- Commercially sharp: thinks in ARR, conversion rates, and partner-influenced revenue — not in number of MoUs signed.
- Cross-functional collaborator: Partnerships only works if Sales, Marketing, and Product are bought in. Earns internal trust as fast as external partnership trust.
- Comfortable operating at executive level: will represent GreenNode externally where CEO-level credibility matters.
