Partnerships Manager, Nigeria

About Zipline

Zipline is the world’s largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We design, build, and operate the world’s largest autonomous logistics system, delivering critical supplies quickly and reliably. Today, Zipline operates on four continents, makes a delivery somewhere in the world every 30 seconds, and has completed millions of deliveries to date, including blood, vaccines, medical supplies, food, and retail products.

Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we’ve built to enable seamless, reliable, global operations.

Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe.

We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds.

About You and the Role

The Partnerships Manager owns and grows Zipline’s partnership with an assigned state. You will turn government priorities and contractual commitments into a fully integrated, high-utilisation service that delivers measurable health impact and sustainable account growth. You will be accountable for the state account strategy, service utilisation, priority-use-case adoption, partner satisfaction, contract implementation, renewal and expansion.

Reporting to the State Director, you will work closely with the Nest Lead, Programme Management, Operations, Finance, Legal and other cross-functional teams. You will translate government priorities and contractual commitments into clear execution plans, lead senior state-level stakeholder engagement, and manage the risks and opportunities that determine the long-term health of the partnership.

What You Will Do

State Account Ownership and Growth

- Own the state partnership and account strategy, including utilization, account growth, partner satisfaction, renewal, expansion and material account risks.

- Grow Average Daily Deliveries, Use cases and steady commodity supply while ensuring Customer Success i.e keep customers happy

- Develop and execute annual and quarterly state account plans aligned with country priorities, contractual commitments and agreed performance targets.

- Identify, qualify and convert new use cases, commodities, programmes, funding opportunities and service-expansion opportunities.

- Lead the state-facing components of contract renewals, amendments and commercial negotiations in partnership with leadership, Legal and Finance.

- Maintain an accurate state account plan, stakeholder map, opportunity pipeline and risk register, with clear owners and next actions.

- Use performance, financial and customer data to prioritise interventions and recommend action.

Executive Stakeholder Management

- Build trusted relationships with Commissioners, Permanent Secretaries, Executive Secretaries, agency leadership, programme directors and other senior government stakeholders.

- Manage strategic relationships with funders, donor agencies and implementing partners that can support programme delivery, funding and scale.

- Develop external champions who can advocate for Zipline, remove barriers and support the long-term sustainability of the partnership.

- Represent Zipline in seni