Principal, Strategic Partnerships and Initiatives joins FedEx Dataworks to lead the end-to-end origination, structuring, and execution of high-leverage enterprise partnerships. This individual contributor role focuses on two core motions: Build-With, which involves co-innovation and embedding intelligence into partner platforms, and Sell-Through, which centers on distribution through marketplaces and ecosystem alliances. The successful candidate will identify prospects across cloud ecosystems and supply chain platforms, negotiate complex contracts involving intellectual property and data rights, and lead proof-of-value engagements in live production environments. Key responsibilities include coordinating with product and engineering teams to translate technical feedback into scalable features while establishing go-to-market strategies. Required expertise includes experience with API platforms, AI capabilities, and supply chain logistics. The role requires proficiency in navigating complex data exchange terms and commercializing products where data feeds and algorithmic insights are the primary value drivers.
Identify and initiate high-potential enterprise partnerships across cloud ecosystems, AI platforms, and Fortune 500 supply chain leaders.
Vet and qualify partnership opportunities based on strategic fit, distribution velocity, and revenue potential.
Design joint value propositions and technical architectures for embedding data intelligence into partner platforms.
Negotiate complex contract terms including intellectual property rights, data exchange protocols, and revenue-sharing mechanisms.
Lead proof-of-value engagements in live production environments to validate ROI and operational feasibility.
Translate technical product capabilities into compelling business cases for senior executive decision-makers.
Operationalize signed agreements into active go-to-market channels with defined KPIs and governance models.
Create scalable commercial playbooks and templates based on successful deal structures and learned insights.
What we're looking for
Bachelor’s degree in Business Administration, Computer Science, Engineering, Economics, Supply Chain Management, or a related discipline (or equivalent practical experience).
7+ years of experience in strategic enterprise partnerships, corporate business development, or high-growth enterprise SaaS/data platform commercial leadership.
Proven history of personally sourcing, structuring, and closing complex enterprise partnerships or multi-million-dollar software/data platform agreements.
Demonstrated ability to negotiate non-standard enterprise contracts involving IP allocation, data licensing, revenue splits, and service SLAs (preferred).
Ability to translate complex data science, API platforms, and AI capabilities into ROI-backed business cases for senior executives (preferred).
Deep conceptual understanding of global supply chain logistics, freight networks, inventory orchestration, and trade mechanics (preferred).
Experience commercializing products where data feeds, algorithmic insights, or intelligence APIs are the primary value delivered (preferred).
Familiarity with enterprise technology ecosystems including ServiceNow, SAP, cloud marketplaces, and API/MCP-driven agent architectures (preferred).
Digital Wallets
Tokenization
eCommerce
NFC Payments
AI
Agentic Commerce
Payment Networks
Business Development
Strategic Partnerships
Contracting
Financial Analysis
Risk Management