Global Alliances & Partnerships Leader
Job Description
Global Alliances & Partnerships Leader
\n
\n
Company
\n
Phase Change Solutions (PCS) is a global leader in the development and supply of phase change materials (“PCMs”). The company’s proprietary PCMs, collectively referred to as BioPCM® can store and release thermal energy at temperatures ranging from -75°C to 175°C while exhibiting a variety of additional advantages. This precise tunability enables customers worldwide to use BioPCM® products to achieve their sustainable development goals (SDGs).
\n
\n
Since its founding in 2011, PCS has helped maintain optimum temperatures and save energy in a range of industries: transportation of perishables and pharmaceuticals, buildings and structures, telecom, and data centers. PCS was recognized as a Global Cleantech 100 company, a Bloomberg BNEF Global Pioneer award winner, and an inaugural cohort company in The Clean Fight New York.
\n
\n
PCS is currently executing a strategic pivot focusing exclusively on upstream materials development, production, and supply to customers who integrate BioPCM® in a variety of applications. Deployment of this strategy involves developing strong and sustainable partnerships with key customers (OEM partners). While the company has a few successful OEM partners already established in the cold chain (pharma) market segment, PCS is seeking to strengthen these partnerships, develop new ones as well as identify, build, and grow new partnerships in other application markets like Refrigeration, Mobility, as well as Buildings and Structures, including energy/temperature management in data centers and cold storage warehouses.
\n
\n
Title: Global Alliances & Partnerships Leader
\n
Reports to: CEO
\n
Location: Remote
\n
\n
Opportunity
\n
\n
PCS is hiring a senior leader to own two tightly linked mandates:
\n
- \n
- Global OEM Alliances: build, grow, and govern strategic OEM relationships that drive profitable growth.
- Business Execution: install the operating rhythm, cross-functional alignment, and decision discipline required to increase execution speed and reliably deliver on OEM commitments.
- Lead Stage gate & other relevant business processes to direct & influence technical resource allocation in line with company priorities.
\n
\n
\n
\n
\n
Success in this role is measured by profitable revenue growth in key accounts and execution speed.
\n
\n
What You’ll Own
\n
- \n
- OEM growth engine: Maintain, develop, and expand relationships with key OEM partners; negotiate expansions and long-term value creation.
- Execution operating system: Run a simple, repeatable leadership cadence (bi-weekly management execution reviews; monthly and quarterly business reviews) that drives accountability and reduces potential misalignment.
- Cross-functional delivery: Serve as the primary “connector” between partners and internal teams to ensure fast decisions, clear ownership, and reliable follow-through on commitments.
- Commercial rigor: Forecasting, reporting, pipeline hygiene, and performance tracking across key partners and programs.
- Priority growth focus: Scale OEM business in priority segments, including a strategic emphasis on data centers.
\n
\n
\n
\n
\n
\n
\n
Responsibilities
\n
\n
OEM Alliances & Commercial Leadership
\n
- \n
- Manage and grow existing OEM partner relationships to expand PCS strategically and profitably.
- Identify, develop relationships with, and lead negotiations for new OEM partnerships aligned to PCS’s upstream strategy.
- Develop and institutionalize revenue- strategies for key accounts and adjacent accretive opportunities.
- Monitor industry trends, competitor activity, and customer technical needs; translate insights into account plans and partnership strategy.
\n
\n
\n
\n
\n
\n
Business Execution & Operating Cadence
\n
- \n
- Implement and run a repeatable operating rhythm:
- Bi-weekly management meetings focused on execution, decisions needed, blockers, and accountability
- Monthly business reviews (performance, forecast, risks, mitigations)
- Quarterly business reviews (strategy slippage, key account plans, resource alignment)
- Establish a lightweight “decision-to-commitment” model:
- Clear owners (DRIs), decision rights, and escalation SLAs
- DRI: Direct Responsible Individual
- SLA: Service Level Agreement
- Debate → Decision → Commitment → Execution tracking
- Facilitate communication and project execution across partners and internal stakeholders to ensure program success.
- Improve and leverage existing tools/processes (e.g., CRM/forecasting, reporting) and upgrade where needed.
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
Partner Enablement
\n
- \n
- Proactively coordinate partner enablement/training on products and applications and ensure partners are set up to execute successfully.
\n
\n
\n
What Success Looks Like
\n
\n
First 90 days
\n
- \n
- Implement operating cadence and baseline execution metrics (decision latency, program stage gates, forecast hygiene).
- Map top execution bottlenecks across key OEM accounts and implement corrective mechanisms (owners, escalation SLAs, tracking).
- Improve speed and clarity of partner-facing commitments through consistent cross-functional alignment.
\n
\n
\n
\n
\n
First 12 months
\n
- \n
- Profitable growth in key OEM accounts with measurable improvement in execution speed (faster decisions, fewer recurring issues, more predictable delivery).
- A repeatable OEM partnership model (governance, reporting, enablement, QBRs) that scales beyond individual heroics
- At least three formulation application opportunities advanced from pilot to qualified commercial production.
- Expanded traction in priority growth segments (ex. Data Centers, Bldg. Matls. & Refrigeration).
\n
\n
\n
\n
\n
\n
Skills and Experiences
\n
- \n
- A bachelor’s degree or higher in a business, engineering, or technical sales/support-related field is required.
- 10-15 years of proven account management experience in a B2B business environment.
- Proven track record of revenue success as a Leader of Strategic Account Management in the Applied Materials and/or Specialty Chemicals industries. Building partnerships and Closing deals must be part of this applicant’s professional DNA.
- Proven track record of meeting/exceeding goals.
- Experience working with specialty chemicals is highly desired.
- Excellent analytical, verbal, and written communication skills/business acumen and a proven ability to think strategically and create and execute strategic account plans.
- Demonstrated success as a self-sufficient, tenacious, intelligent, and passionate collaborator who can operate in an ever-growing and changing environment and deliver meaningful value for all PCS stakeholders.
\n
\n
\n
\n
\n
\n
\n
\n
\n
Attributes
\n
Candidates will be professional, technically proficient, independent thinkers, strong negotiators, and confident managers. In addition, he/she will be:
\n
\n
- \n
- Driven. Proactive, with a sense of urgency.
- A risk taker. Willing to take a risk, gather input, and collaborate with others. Not afraid to make a mistake.
- Resilient. Faces challenges head-on, learns from setbacks, and persistently pursues creative solutions.
- Adaptable. Flexible, able to quickly pivot to address change, and takes feedback and input from others.
- Ownership. Thinks like an owner, is invested in the company’s success, takes accountability, and does not look at work with a “9 to 5” mindset.
- A strong communicator, both written and oral. Able to digest information and cascade it into the organization.
- Data-focused. Use data to support recommendations and decisions.
- Product-oriented. Understands technical products and applications.
- Unquestioned integrity. A transparent and open communicator. Facile at conflict resolution.
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
\n
Vision & Values
\n
Our Vision: Smart Materials for People and the Planet
\n
\n
Our Values: Teamwork, Respect for All, Uncompromising Integrity, Environmental Consciousness
\n
\n
\n
\n
Phase Change Solutions (PCS) is an Equal Opportunity Employer (EOE) that values and respects the importance of a diverse and inclusive workforce. It is the policy of PCS to recruit, hire, train, and promote persons in all job titles without regard to race, color, , sex, , origin, veteran status, disability, , or gender . We recognize that diversity and are a driving force in the success of our company.
\n
\n
Join PCS on our journey to create a sustainable future!