Strategic Partnerships Lead, Enterprise

Bring the Fortune 500 onto the Internet of Industrials.

About Oway

Oway is an industrial automation and research company building IOI, the Internet of Industrials: a standardized protocol that lets industrial systems communicate their physical state and capabilities to software, AI agents, and one another.

The internet gave computers a common language. The physical economy still doesn't have one. Factories, fleets, warehouses, and soon robots run on closed systems that can't see or command each other, so most coordination still happens by phone, email, and spreadsheet.

Our thesis is that logistics is the foundational language of industry. Nearly every physical business can be described with the same primitives: what exists, where it is, where it needs to go, capacity, time, cost, constraints, storage, and transformation. IOI translates those states, wherever they live today (ERPs, TMSs, WMSs, sensors, vehicles, factory floors), into one permissioned, machine-readable context and command layer.

Every company on IOI runs its own node. Nodes are secure, customer-owned, and private by default, and they connect to other nodes, autonomous systems, and hardware only with the owner's permission. Each node gives a company a searchable, AI-ready picture of its physical operations and a way to act on it.

We prove the protocol by running real applications on it. Juno, our AI agent, reasons over the network to price, coordinate, and execute work autonomously, and Oway Rideshare, the first service built on IOI, moves freight on trucks already traveling the right direction. More than 10,000 vehicles run on IOI today, and Fortune 500 companies and national logistics networks are connecting their operations to it. Trucks are the beginning. The same foundation lets factories coordinate production, robots discover and execute tasks, and autonomous fleets respond to demand.

We want to help American industry build more, move faster, and compete globally. We're backed by YC, General Catalyst, and leading investors in AI, industrials, and automation.

Founder Profile

Phillip, Oway's founder, co-founded Isotrex, a multinational defense manufacturer, with his brother at 16. He built its supply chain and production end to end, became CEO in 2019, and scaled it to roughly $100M in annual revenue and more than 4,000 vehicles built. Running factories showed him that the machines, systems, and companies of the physical economy have no common way to understand each other. He wrote "The Physical Economy Has No Index" and started Oway to build that common language.

About This Role

You'll own Oway's partner-led enterprise motion. Working alongside our cloud, technology, and systems integrator partners, you'll reach COOs, heads of supply chain, and CIOs at Fortune 500 manufacturers, retailers, and industrial companies. You'll close six-figure annual IOI node deployments that start with one operation and grow across the enterprise.

You'll report to Phillip and work closely with our forward deployed engineers and enterprise engagement partners.

Your First 90 Days

• By day 30: know IOI well enough to demo it to a CIO, meet our partner teams, and build a joint target map of Fortune 500 accounts.
• By day 60: run your first executive meetings alongside partners and have a qualified joint pipeline in place.
• By day 90: bring your first enterprise IOI deployment to signature or final stage, and set the operating rhythm with each partner.

What You'll Do

• Run the partner motion. Build trust with partner account teams, alliance managers, and industry leads, and become their go-to for industrial AI.
• Sell to the Fortune 500. Lead complex, multi-stakeholder deals with operations, supply chain, IT, security, and procurement.
• Structure smart deals. Use cloud marketplaces, committed-spend programs, and partner incentives to shorten the path to signature.
• Tell the IOI story. Explain a protocol and data layer in business terms, and connect it to a company's AI strategy.
• Shape the offer. Turn what buyers tell you into packaging, pricing, and pilot design.
• Represent Oway. Lead at partner events, executive briefings, and industry conferences.

Skills You'll Need

• Complex enterprise sales methodology (MEDDICC or similar), with disciplined forecasting and CRM hygiene.
• Partner co-selling with hyperscalers or global systems integrators, including marketplace transactions and committed-spend programs.
• Executive selling to C-level operations, supply chain, and IT buyers.
• Business case and ROI modeling that a CFO will sign off on.
• Contract negotiation, plus navigating enterprise procurement, legal, and security review.
• Technical fluency in data platforms, AI, and enterprise integration, enough to run a credible first technical conversation.

Nice to have: supply chain, manufacturing, or industrial software sales; data platform or AI infrastructure sales; prior experience at a hyperscaler, ERP vendor, or major systems integrator.

Who You Are

• 3+ years selling enterprise software, with a record of closing $250K+ ACV deals with Fortune 500 companies.
• You've built a partner-sourced pipeline from scratch and know how to make partners want to bring you in.
• You thrive with ownership, ambiguity, and a founder who moves fast.

Why Oway

You'll sell a category-defining protocol to the companies that run the physical economy, and build the enterprise go-to-market for a company setting the standard for how industry connects.