Vice President, Strategic Partners & Alliances

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

📋 Description

• Establish the long-term channel strategy, strengthen our partnerships with hyperscalers AWS and Microsoft/Azure, and create and implement a Consulting Partner Program from scratch.

• Take ownership of the global channel strategy that aligns with our 5-year ARR objectives, with direct responsibility for revenue generated from partner-sourced and partner-influenced channels.

• Enhance AWS and Microsoft/Azure as key hyperscaler alliances through Marketplace growth, co-selling initiatives, APN/MPN advancements, and alignment of competencies. Personally manage the operational aspects — including Marketplace listings, private offers, ACE co-sell execution, and the progression of the APN/MPN programme.

• Develop, initiate, and manage a Consulting Partner Programme tailored for SIs, regional consultancies, and AWS/Microsoft consulting partners — focusing on tiers, commercial models, and certification processes.

• Lead and cultivate the global channel team, fostering coaching and performance management while ensuring cross-functional collaboration with Sales, Marketing, Product, and Engineering teams.

• Hold accountability for forecasting and manage the channel cost-of-sale, ensuring accurate visibility of the pipeline to the CRO.

⛳️ Requirements

• Extensive experience in channel and partner leadership within the software or IT sectors, demonstrating a successful history of scaling channel programs and achieving measurable ARR growth.

• Practical experience in building alliances with hyperscalers — including AWS Marketplace, co-sell (ACE), APN progression, and/or similar Microsoft Azure/MPN experience.

• Proven experience in launching a Consulting or SI Partner Program from the ground up, encompassing tiers, commercial model development, and certification pathways. Familiarity with managing existing GSI relationships is beneficial, but we seek someone who has architected the programme itself.

• Strong commercial insight and proficiency in P&L management, with the capability to build compelling business cases and make data-driven decisions.

• Comfortable engaging at board and C-level, possessing the executive presence to represent Redgate in VP and C-suite partner engagements globally.

• Experience in or strong connections to database, DevOps, or developer tooling are significant advantages. Candidates from unrelated fields such as cybersecurity or financial services must articulate how their experience is relevant.

🏝️ Benefits

• Competitive salary — $180,000 - $220,000 + OTE

• Remote working: home-based with regular travel (50%+)

• Monthly wellbeing allowance and generous paid time off

• Genuine investment in learning, development, and career advancement

• Private health insurance

• Full benefits package available at redgate.com/benefits