Strategic Partner Executive

Job Summary

The Strategic Partner Executive is responsible for managing and growing high-impact strategic partnerships with key MSP, distributor, and cloud ecosystem partners. This role acts as the executive quarterback across sales, marketing, delivery, and operations to ensure joint go-to-market execution, revenue growth, and a frictionless partner experience.

You will own the partnership, driving both top-line results and long-term strategic alignment through joint business planning, QBRs, partner governance, and field co-sell efforts. Travel expectation is 30%-35%.

• Act as the primary executive point of contact for one of our more strategic channel partners.
• Build and maintain strong relationships across sales leadership, alliance managers, marketing, and delivery organizations.
• Facilitate executive alignment through regular briefings, QBRs, and joint planning sessions.
• Serve as the escalation point for deal conflicts, operational issues, or joint execution blockers.
• Manage and collaborate with a team of resources established to help grow and enable the partnership.

• Co-develop and execute joint business plans aligned to cloud consumption, services growth, and co-sell motions.
• Define and track shared KPIs using a joint partner scorecard (e.g., pipeline, consumption, GTM plays, services attach).
• Collaborate with partner sales teams to build joint GTM campaigns, launch new solution offerings, and accelerate adoption.
• Identify net-new revenue streams through marketplace programs, incentive funding, or new service lines.

• Enforce and evolve the partner Rules of Engagement (ROE) framework to protect deal integrity and drive collaboration.
• Ensure deal registration, pipeline transparency, and conflict resolution processes are followed consistently.
• Align with internal sales teams to set clear partner engagement expectations and escalation paths.

• Drive field engagement and co-sell execution between internal sales and partner sellers.
• Coordinate demand generation programs, marketing campaigns, and sales enablement.
• Track joint pipeline health, forecast accuracy, and deal velocity.
• Align with hyperscaler field teams (e.g., Microsoft, Amazon Web Services, Google Cloud) to maximize co-sell funding and visibility.

• Provide executive-level reporting on partnership performance, risks, and growth opportunities.
• Monitor partner health through KPIs: pipeline growth, services attach rate, retention, NPS, and MDF utilization.
• Identify strategic sales plays, new solution areas, or partnership growth opportunities.
• Influence GTM strategy based on partner and industry insights.

• Joint financial impact, revenue growth & cloud consumption
• Net-new logo acquisition through partner-sourced pipeline
• GTM plays launched and converted
• Customer retention and CSAT
• Compliance with ROE and deal protection standards
• Q  performance and executive alignment cadence

• This role will be reporting to the Channel Sales Director.

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
  • Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
  • 401k program with employer matching up to 4% of employee’s contributions
  • Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
  • Access to EAP and concierge services
  • Abundant time off that includes paid holidays, and a flexible PTO policy.
  • Learning and development opportunities galore
  • Tuition reimbursement
  • And much more!
• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.