• Own and develop executive-level relationships with the corporate alliance, product management, and partner teams at target ERP publishers (Microsoft, SAP, NetSuite/Oracle, Acumatica, Sage) and leading TMS/WMS publishers. • Develop and execute a rolling 12-month strategic alliance plan for each publisher, aligned with Cleo’s product roadmap and go-to-market priorities. • Serve as Cleo’s primary liaison and advocate within publisher organizations, ensuring Cleo is positioned as a preferred or recommended integration partner. • Build and maintain strong relationships with publisher field sales organizations to drive deal-level collaboration and referrals. • Own and deliver against annual publisher-influenced ARR targets, with clear accountability for pipeline creation, deal progression, and revenue attribution. • Architect and execute joint go-to-market motions including co-sell plays, joint solution positioning, co-branded campaigns, and publisher-sponsored events. • Build data-driven business cases to justify investment in alliance programs, including trade-off analysis and ROI modeling for joint initiatives. • Establish and track partner-influenced pipeline metrics, providing regular forecasting and performance reporting to Cleo leadership. • Identify and activate publisher referral and lead-sharing programs to generate qualified pipeline for Cleo’s direct and channel sales teams. • Drive Cleo’s ISV certification and technology validation efforts with each publisher, ensuring Cleo’s supply chain orchestration platform meets or exceeds publisher standards for endorsed or certified integrations. • Own Cleo’s marketplace presence across publisher ecosystems (e.g., Microsoft AppSource, NetSuite SuiteApp, Acumatica Marketplace, SAP Store, Sage Marketplace), ensuring listings are current, optimized, and generating inbound interest. • Collaborate with Product and Engineering to align Cleo’s integration capabilities with publisher roadmaps, ensuring timely support for new ERP/TMS/WMS releases and features. • Coordinate joint product development plans with publishers to keep Cleo’s solutions aligned with publisher innovations and evolving customer requirements. • Partner closely with Cleo’s Channel Director to ensure strategic alliances feed and reinforce the VAR/reseller channel strategy—creating a multiplier effect across the partner ecosystem. • Work with Marketing to develop co-branded content, case studies, joint webinars, and thought leadership that elevates Cleo’s visibility within publisher ecosystems. • Provide market intelligence and publisher feedback to Product, Engineering, and executive leadership to inform competitive positioning, product investment, and go-to-market strategy. • Represent Cleo at publisher conferences, advisory councils, partner summits, and industry events as a senior spokesperson for Cleo’s alliance strategy.