VP, Strategic Alliances

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

📋 Description

• Formulate and implement a long-term strategic partnerships and alliances strategy that aligns with AccuSourceHR’s growth goals.

• Conduct an ecosystem analysis, segment and prioritize potential partners, and suggest investment opportunities.

• Identify, assess, and cultivate partnerships, particularly with payroll providers, as well as HCM, ATS, HRIS, workforce management, technology, integration, and marketplace partners.

• Develop and enhance channel and reseller partnerships with PEOs, RPOs, GPOs, MSPs, and various distribution partners.

• Manage partner-sourced pipeline and booking objectives, driving quantifiable revenue contributions.

• Create annual partner business plans that include revenue targets, pipeline goals, success metrics, priorities, and governance schedules.

• Spearhead co-selling initiatives and partner-generated opportunities aimed at acquiring new clients and expanding revenue.

• Monitor and report on partner contributions across pipeline, bookings, revenue, retention, and additional KPIs.

• Present alliance performance, opportunities, risks, and recommendations to executive leadership.

• Develop and maintain executive-level partner relationships, acting as the senior contact for strategic alliances.

• Lead negotiations for referral, reseller, co-sell, technology, integration, and marketplace agreements.

• Design and implement partner expansion, engagement, and enablement initiatives.

• Formulate and execute collaborative partner marketing strategies, including webinars, co-branded campaigns, marketplace positioning, thought leadership, and events.

• Collaborate with Sales, Marketing, Product, Operations, Finance, and executive leadership to launch, integrate, operationalize, and scale partnership initiatives.

• Identify new partnership opportunities, competitive challenges, whitespace, and innovative market entry strategies.

• Assess partner investments based on strategic alignment, revenue potential, scalability, and ROI.

• Provide leadership, mentorship, performance management, and strategic guidance to the partnership team.

⛳️ Requirements

• Over 8 years of experience in strategic partnerships, channel sales, business development, or alliance management.

• More than 5 years of experience in HR Technology, HCM, ATS, payroll, workforce management, or related SaaS markets.

• Proven success in generating partner-sourced pipeline and revenue.

• A history of building, managing, and expanding successful partner relationships.

• Experience in negotiating referral, reseller, co-sell, technology, integration, and marketplace partnerships.

• Demonstrated ability to cultivate executive-level partner relationships and translate partnership strategies into quantifiable bookings and revenue growth.

• Executive presence and capability to influence senior internal and external stakeholders.

• Strong strategic planning skills, including ecosystem analysis, partner portfolio prioritization, and multi-year business planning.

• Solid financial and commercial acumen, with experience in setting revenue targets, measuring partner ROI, and managing performance against growth objectives.

• Experience in developing partner marketing and go-to-market programs, including co-branded campaigns, webinars, marketplace positioning, and conference strategies.

• In-depth understanding of partner ecosystem dynamics, channel sales, and go-to-market strategies.

• Exceptional presentation, negotiation, and interpersonal skills.

• Ability to quickly learn and adapt to the AccuSourceHR product suite, culture, and vision.

• Proficient in Salesforce, Microsoft Office, and other relevant business tools.

• Must have a dedicated, ergonomic workspace at home.

• Access to a reliable, high-speed internet connection.

• Adequate lighting and minimal background noise for professional video calls and meetings.

• Capability to lift and carry up to 5 pounds occasionally.

• Ability to work effectively from home while meeting ergonomic standards.

• Successful completion of a background investigation and drug screening is required as a condition of employment.

🏝️ Benefits

• Medical (with company contribution).

• Dental (with company contribution).

• Vision.

• Employer-paid Life Insurance and Long-Term Disability.

• Short-Term Disability.

• 401(k) (with company match).

• Paid holidays.

• Paid time off (PTO).

• Sick Time.

• Pet insurance.

• Remote work.

• Home-based ergonomic workspace and high-speed internet requirements.

• Travel up to 25% annually to trade shows, conferences, partner meetings, internal meetings, etc.