VP, Strategic Partnerships

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

📋 Description

• Formulating and steering the global partner strategy, which includes segment prioritization, ecosystem design, and a long-term growth roadmap aligned with company goals.

• Managing the comprehensive partner ecosystem's P&L contribution, encompassing sourced and influenced revenue, pipeline generation, and partner-led growth.

• Developing and directing a high-performing global organization, incorporating regional and functional leaders within partner programs, strategy, experience, incentives, and planning.

• Cultivating executive-level relationships with strategic partners to facilitate joint business planning, co-innovation, and the creation of long-term value.

• Promoting cross-functional alignment at the executive level, influencing product strategy, go-to-market motions, and investment prioritization to maximize partner impact.

• Advancing the global partner program framework, which includes tiering, benefits, incentives, and engagement models to foster partner investment and growth.

• Ensuring excellence throughout the partner lifecycle by implementing scalable, best-in-class processes across recruiting, onboarding, enablement, co-selling, and partner management.

• Acting as a vital executive liaison to senior leadership and the board (when necessary), offering strategic insights and performance visibility regarding the partner business.

• Developing advanced analytics and operational rigor, including forecasting, performance management, and executive reporting on partner-driven revenue and ROI.

• Facilitating global go-to-market readiness through partners, closely coordinating with field sales, marketing, and enablement to guarantee successful partner-led execution.

• Managing and expanding the partner technology ecosystem, which includes PRM, integrations with Salesforce, and data infrastructure to support global scalability.

• Leading intricate strategic partnership negotiations, incorporating commercial frameworks, pricing programs, and governance in collaboration with legal and finance.

⛳️ Requirements

• Over 15 years of experience in alliances, partnerships, or ecosystem leadership within enterprise technology firms.

• Proven success operating at the VP or equivalent executive level, with a broad global scope and P&L responsibility.

• Established track record of building and scaling global partner ecosystems that yield significant revenue impact.

• Robust experience in influencing executive stakeholders and cross-functional leadership teams, including those in product and go-to-market organizations.

• In-depth expertise in partner strategy, ecosystem design, and scalable operating models.

• Experience in managing multi-layered global teams and senior leaders, with a focus on performance, accountability, and growth.

• Knowledge of partner management and revenue systems (e.g., Salesforce, PRM tools such as Vartopia, Crossbeam, etc.), with an emphasis on data-driven decision-making.

🏝️ Benefits

• Flexible work schedule / remote roles.

• Unlimited Personal Time Off.

• 12 holidays off per year.

• 4 days volunteer time off per year.

• Eligible for 4 company Achievement days off per year.

• Variety of health care and well-being benefits.

• Paid family/parental leave.