SVP, Partners

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and implement Vonage's worldwide partner strategy across all business and product domains.

• Define the contribution of each partner archetype to Vonage's revenue and market standing.

• Create a unified partner operating model, encompassing program structure, tiering, incentives, engagement rules, and MDF governance.

• Clarify the motions for sell-to, sell-through, and comprehensive strategic relationship management.

• Manage global revenue targets influenced by and sourced through partners.

• Collaborate on joint business plans with strategic partners and align product roadmaps and go-to-market priorities with co-sell and co-build initiatives.

• Identify new revenue opportunities through partner recruitment, whitespace expansion, and ecosystem-driven pipeline generation.

• Partner with Sales, Product, Marketing, and RevOps to monitor, forecast, and convert partner-sourced pipeline.

• Lead, mentor, and develop senior partner leaders within Strategic Partnerships, TSD Channel, and Alliance programs.

• Act as the executive sponsor for strategic partner relationships at the C-suite and VP level.

• Build the team and talent pipeline to scale the partner function.

• Represent the partner function during ELT discussions, board reviews, and relevant investor meetings.

• Promote cross-BU alignment, a consistent partner experience, and unified BU value propositions.

• Represent Vonage at industry events, partner summits, and strategic partner quarterly business reviews.

⛳️ Requirements

• Proven experience as a senior leader in partnerships or alliances within a global B2B SaaS, CPaaS, or cloud technology organization, with direct accountability for partner revenue targets at the VP level or higher.

• Demonstrated success in building and scaling multi-archetype partner programs (including hyperscaler co-sell, VAR/reseller, SI, ISV, and/or alliance) from strategy through to execution.

• Strong commercial acumen with the capability to develop joint business plans, model partner economics, and ensure teams are accountable for revenue outcomes.

• Executive presence and the ability to influence stakeholders, capable of engaging with C-suite level executives of strategic partners and representing Vonage's partner strategy to senior internal leadership.

• Experience leading geographically diverse teams across AMER, EMEA, and APAC in a matrixed, multi-BU or multi-product setting.

• Proven ability to collaborate cross-functionally, aligning Sales, Product, Marketing, and RevOps around a partner-first go-to-market approach.

• A builder's mindset, comfortable functioning in a fast-paced, evolving environment, and able to create structure, playbooks, and culture where they are not yet established.

• Experience in the communications, CPaaS, UCaaS, CCaaS, or related cloud technology sectors is advantageous.

• Familiarity with partner ecosystems and co-sell programs from Salesforce, ServiceNow, AWS, Google Cloud, and Microsoft Azure is a plus.

• Experience managing a TSD/agent channel model in enterprise communications is beneficial.

• A track record of building or transforming a partner function following an acquisition, merger, or significant structural change is a plus.

🏝️ Benefits

• Company Bonus or Commission Structure (based on the role).

• Medical, Dental, and Vision Coverage Options.

• 401(k) Savings Plan.

• Company-Paid Basic Life and AD&D Insurance.

• Short-Term Disability (STD).

• Long-Term Disability (LTD).

• Maternity/Parental Leave.

• Flexible Spending Accounts (FSA).

• Health Savings Account (HSA).

• Employee Support Program (EAP).

• Voluntary Supplemental Insurance.

• Lifestyle Benefits.

• Volunteer Time Off (VTO).

• Tuition Reimbursement - available for select positions; full details will be provided during the interview process.

• Commission Compensation structure with overall compensation based on a 50/50 split.