Vice President Strategic Partnerships

Job Description The Role

The VP, Strategic Partnerships, is responsible for building and scaling a high-performing global partner ecosystem that drives significant incremental revenue. You will own the global partnerships strategy, execution, and team – covering Cloud hyper-scalers, GSIs/SIs, consulting partners, resellers, and key technology alliances – and work closely with Sales, Marketing, Product, and Finance to deliver profitable growth.

• Define and execute a global strategic partnerships strategy by segment and geography (GSIs, regional SIs, resellers, technology alliances).
• Develop and refine partner programs, economic models, and go-to-market motions that are attractive and profitable for partners and the company.
• Build joint business plans with top partners, including clear value propositions, targets, GTM initiatives, and metrics.

• Material, measurable growth in partner-sourced and partner-influenced ARR.
• A prioritized portfolio of strategic partners with documented joint business plans and quarterly reviews.
• Clear, repeatable GTM plays with partners that are understood and adopted by the field.

• Drive deal-level collaboration between direct sales and partners for new and existing enterprise customers.
• Establish and maintain account and territory mappings between direct and partner teams.
• Personally engage in key “must-win” opportunities, guiding co-sell strategy and executive engagement.
• Ensure accurate partner pipeline, forecasting, and performance reporting.

• Increased win rates and deal size in enterprise opportunities where partners are involved.
• Predictable partner pipeline and forecast, with partner contribution visible in core sales systems.
• Strong adoption of partner collaboration in the field (measured by co-sell deals, joint account plans, etc.).

• Own the lifecycle of strategic partners: identification, recruitment, onboarding, enablement, performance management, and, when required, exit.
• Oversee partner enablement programs (sales, technical, delivery) to ensure capability and quality.
• Drive partner engagement in launches, marketing campaigns, and field events.
• Set and enforce standards for delivery excellence and customer satisfaction in partner-led engagements.

• Ramp-up new partners to a productive revenue generation state within agreed timelines.
• High NPS / CSAT for customers served by partners; low escalation rates related to partner delivery.
• Regular participation of key partners in launches, campaigns, and events that lead to measurable pipeline.

• Establish partner governance models with internal and partner executives (QBRs, steering committees).
• Build scalable partner operations: processes for lead sharing, opportunity registration, pricing/quoting, approvals, and compliance.
• Collaborate with Marketing, Finance, and Operations to ensure partner incentives, MDF, and comp plans are aligned with company objectives.
• Track and report weekly and quarterly on partner pipeline, sales forecasts, and KPIs.

• Clear, consistent programs and rules of engagement that reduce friction between direct and partner sales.
• Operational maturity: clean data, reliable reporting, and effective forecasting for partner business.
• Governance cadence that drives accountability and continuous improvement with top partners.

• Lead the North America partnerships team and provide dotted-line leadership for international teams.
• Hire, develop, and retain high-performing partnerships and alliances leaders globally.
• Set clear goals, coach for performance, and create a culture of accountability, collaboration, and execution.

• A cohesive global partnerships organization with clear roles, charters, and success metrics.
• Consistent performance against quarterly and annual partner targets across regions.
• Strong engagement scores and low regrettable attrition within the partnerships organization.

• 10+ years in enterprise software / SaaS, with…