VP of Global Channels – Alliances

This is a fully remote position, open to applicants in New York.

📋 Description

• Oversee the global partner ecosystem, which includes leveraged sales bookings (sourced + co-selling/influenced), managing executive-level relationships, co-marketing initiatives, and all facets of partner account management within a “partner first” sales and delivery framework.

• Enhance, broaden, and refine our existing channel strategy, defining the types of channels and partnerships to establish within targeted market segments (e.g., reselling, distribution, referral, MSPs, cloud marketplaces, etc.).

• Manage and report on targets/KPIs, actively monitoring the joint sales pipeline to evaluate partnership success and achieve or surpass quarterly and annual booking targets.

• Create and implement sales strategies, including tactical partner account management execution plans.

• Collaborate closely with Sales leadership to fulfill all partner-related objectives of the company.

• Work with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to design and implement partner enablement programs.

• Advocate for the partner strategy with key stakeholders across the organization.

• Contribute to the creation of partner sales playbooks, processes, and best practices as we expand the function.

• Gather insights from your team's interactions with partners to guide product roadmap decisions and broader go-to-market strategies.

• Executive Briefings: Distill complex account data into succinct, outcome-focused executive briefings for senior leadership (CEO/CRO level) on a regular basis.

• Lead, mentor, and develop a team of Partner Salespeople, equipping them with the skills necessary to manage intricate SI relationships and drive partner-sourced and partner-influenced revenue.

• Build and support a team of Channel Managers to meet overall channel revenue objectives and KPIs.

• Foster a strong, culture-oriented organization with high employee engagement by attracting and nurturing top talent while recognizing exceptional team and individual performance.

• Offer mentorship and professional development opportunities to the alliance team.

• Maintain a culture of respect, mutual support, collaboration, flexibility, continuous learning, humor, and a commitment to business goals and partner needs to realize the company's vision.

• Align employee skills and talents with tasks to ensure optimal engagement and performance.

• Establish and nurture relationships while effectively communicating with Partners, business unit leaders, and senior management to ensure visibility and collaboration with relevant key stakeholders.

• Responsible for the entire people management lifecycle, including recruitment, management, professional development, performance evaluations, and disciplinary actions when necessary.

⛳️ Requirements

• 15+ years of relevant experience in Software and/or SaaS Partner/Alliance/Sales roles, with a preference for 10+ years of leadership experience in channel teams.

• Demonstrated experience in developing joint partner go-to-market strategies and executing partnership business plans.

• Established professional network and relationships within the Cybersecurity & Infrastructure channel ecosystem.

• An undergraduate degree or equivalent combination of education and experience in a related field.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work environment promoting work-life balance.