VP, Partnerships & Alliances

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

📋 Description

• Define the global partnerships strategy and convert company and revenue objectives into a 2–4 year roadmap and yearly plan.

• Establish and oversee the Partnerships organization, including the operational model, talent strategy, and accountability measures.

• Manage the partnerships budget and set investment priorities.

• Foster measurable contributions to the partner-sourced pipeline, partner-influenced revenue, and overall growth.

• Create the global partner program framework across Services and SI, Resell and VAR, Cloud, and Technology partners.

• Align key partners with LaunchDarkly’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion initiatives.

• Develop operating rhythms and executive reporting for pipeline, revenue, forecasting, and performance metrics.

• Spearhead the implementation of a scalable PRM ecosystem integrated with Salesforce.

• Formulate repeatable GSI and SI service offerings in collaboration with Professional Services, Customer Success, and Product, focusing on implementation, modernization, AI, and DevOps transformation.

• Enhance referral, co-delivery, subcontracting, and marketplace strategies.

• Establish partner activation and enablement processes encompassing onboarding, certifications, playbooks, demos, and seller workflows.

• Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and revenue operating rhythms.

• Develop joint solutions, integrations, and priority use cases in conjunction with Product and Solutions Architecture.

• Represent Partnerships in company-wide planning, operational reviews, and strategic initiatives.

⛳️ Requirements

• Typically requires over 15 years of experience in B2B SaaS partnerships, alliances, channels, or related revenue roles.

• A minimum of 7 years leading partnerships leaders, managers, or directors.

• Extensive experience with Services, SI, or GSI partners.

• Proven track record in leading global partner strategies and developing or revitalizing partner programs across various partner motions.

• Demonstrated experience with partner-sourced and partner-influenced pipeline and revenue.

• Experience in leading and expanding a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies.

• Practical experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.

• History of creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace strategies.

• Experience in developing co-sell programs with cloud, hyperscaler, technology, or data platform partners.

• Strong cross-functional leadership, executive presence, and commercial acumen across Sales, Product, Professional Services, Finance, Marketing, Legal, and Revenue Operations.

• Background in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.

• A strategic, data-driven approach to prioritization, budget allocation, and operational cadence.

• Capability to create structure in a rapidly changing environment.

• Experience supporting corporate development initiatives involving strategic partners and influencing company-level decisions.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Health insurance

• Vision insurance

• Dental insurance

• Mental health benefits