Owns senior customer partnerships, account plans, customer P&Ls, profitability, governance, project delivery, roadmap discussions, service performance, escalations, and internal resource alignment. Serves as Ocado’s senior customer representative and voice of the customer while guiding strategic growth and successful adoption of automation products. Leads customer management teams and requires strong commercial, stakeholder, leadership, people-management, and automation-sector experience.
About Us
We are Ocado Group, and we're bringing world-class automation to online grocery. Our Ocado Smart Platform (OSP) combines cutting-edge robotics, AI, and IoT within our advanced CFCs (Customer Fulfilment Centres). We've mastered the single pick, transforming online delivery for our global partners. Join us and be part of a team pushing the boundaries of retail technology.
About the Role
The VP of Partnerships is the primary person accountable for the customer relationship(s) and the related Ocado financial outcomes.
They will own and drive the Account Plan, the Ocado P&L for that customer(s), taking the lead on all communications, including business development, implementation, roadmap discussions, partner success support and escalations. This may be delivered via Account Managers, delegated as appropriate.
The VP of Partnerships will:
- Be the senior regular “face” of Ocado, responsible for communicating on all aspects of the relationship
- Be a strong advocate for our customer internally (“Voice of the Customer") driving / coordinating the interactions with other parts of Ocado to ensure we’re enabling our customers to be successful.
- Represent Ocado at the senior leadership team level in our customer leadership teams, helping customers form their strategy and how our services can enhance and accelerate their growth.
- Own the P&L for each customer relationship, including driving profitability to agreed revenue targets and performance metrics and challenging costs from within internal matrix teams
- Own the Account Plan for each customer, defining a success plan to help both Ocado and the customers’ businesses grow together over time
- Understand in a deep sense, the commercial success of each customer account, understanding how our products and services can support their needs
- Responsible for ways of working of all customer management team and collaboration
- Govern the implementation of customer projects to ensure that our customer projects are delivered within schedule & budget, and set up to be run successfully
- Ensure we have the correct ways-of-working, governance, project performance monitoring and In Life SLA performance for each customer.
- Facilitate roadmap conversations between customers and internal teams
- Escalate if they ever feel the relationship is being compromised by how Ocado is performing
- Identifying customer needs and ensuring that local and central resources are aligned to appropriately deliver - including partner success to help our customers maximise their revenue and growth through the best utilisation of our products
About you
- Excellent stakeholder, relationship building and networking skills.
- A customer focused or product mindset
- Business Management experience (e.g. budgeting, audits, running a business, commercial awareness, etc)
- Experience in a senior leadership role, leading other leaders, within a fast changing Technology company
- Strong leadership skills, able to inspire confidence and deliver a compelling vision.
- People management experience - experience of leading and managing others
- Significant experience in automation solutions
- Able to make tough decisions and handle difficult situations, facing challenges with positivity, confidence and pragmatism
What we offer
- 401k Plan; 100% match up to 5% of earnings
- Paid Vacation and Sick Days
- 10 Paid Public Holidays
- Medical, Dental, and Vision Insurance
- Medical and Dependent Care
- Flexible Spending Accounts Health Reimbursement Account
- Company Contribution of 50% of Annual Deductible
- Company Paid Life Insurance
- Short and Long Term Disability Insurance
- Employee Assistance Program
Similar Jobs
AdTech • Artificial Intelligence • Marketing Tech • Software • Analytics
Lead enterprise sales for Publisher Cloud, driving net new ARR, multi-product adoption, and strategic account growth. Recruit, coach, and manage high-performing field sales teams, improve forecast accuracy and pipeline coverage, and partner cross-functionally to execute revenue plans and accelerate deal velocity.
Top Skills:
AdtechAudience IntelligenceCustomer Data Platform (Cdp)Email Intelligence/DerEnterprise CrmEspHiroIdentity & Audience PlatformsLiveintent Email ExchangeMarketing AutomationMartechRetail MediaSaaSSailthruZeta Data Cloud
14 Days Ago
Easy Apply
Easy Apply
AdTech • Artificial Intelligence • Marketing Tech • Software • Analytics
Lead acquisition and growth of publisher and advertiser partnerships for Zeta Actions. Develop sales strategy, negotiate commercial agreements, manage executive relationships, and optimize campaign performance with cross-functional teams to maximize revenue and partner lifetime value.
Top Skills:
CakeEverflowGoogle AnalyticsImpactPower BITableauTune
Information Technology • Software
Leads LaunchDarkly’s global partnerships and alliances strategy across GSIs, SIs, cloud, VAR, and technology partners. Builds the partnerships organization, partner programs, co-sell motions, services offerings, and PRM ecosystem. Owns partner-sourced pipeline, influenced revenue, budgets, forecasting, executive relationships, enablement, and cross-functional collaboration across Sales, Product, Services, Marketing, Finance, Legal, and Customer Success.
Top Skills:
AIDevOpsMachine LearningObservabilityPartner Relationship Management (Prm)Salesforce
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
