The Role: The VP, Strategic Partnerships, is responsible for building and scaling a high-performing global partner ecosystem that drives significant incremental revenue. You will own the global partnerships strategy, execution, and team – covering Cloud hyper-scalers, GSIs/SIs, consulting partners, resellers, and key technology alliances – and work closely with Sales, Marketing, Product, and Finance to deliver profitable growth.
Key Responsibilities & Expected Outcomes
1. Strategy & Growth
- Define and execute a global strategic partnerships strategy by segment and geography (GSIs, regional SIs, resellers, technology alliances).
- Develop and refine partner programs, economic models, and go-to-market motions that are attractive and profitable for partners and the company.
- Build joint business plans with top partners, including clear value propositions, targets, GTM initiatives, and metrics.
Expected Outcomes (12–24 months)
- Material, measurable growth in partner-sourced and partner-influenced ARR.
- A prioritized portfolio of strategic partners with documented joint business plans and quarterly reviews.
- Clear, repeatable GTM plays with partners that are understood and adopted by the field.
2. Sales Execution and Collaboration
- Drive deal-level collaboration between direct sales and partners for new and existing enterprise customers.
- Establish and maintain account and territory mappings between direct and partner teams.
- Personally engage in key “must-win” opportunities, guiding co-sell strategy and executive engagement.
- Ensure accurate partner pipeline, forecasting, and performance reporting.
Expected Outcomes
- Increased win rates and deal size in enterprise opportunities where partners are involved.
- Predictable partner pipeline and forecast, with partner contribution visible in core sales systems.
- Strong adoption of partner collaboration in the field (measured by co-sell deals, joint account plans, etc.).
3. Partner Management & Enablement
- Own the lifecycle of strategic partners: identification, recruitment, onboarding, enablement, performance management, and, when required, exit.
- Oversee partner enablement programs (sales, technical, delivery) to ensure capability and quality.
- Drive partner engagement in launches, marketing campaigns, and field events.
- Set and enforce standards for delivery excellence and customer satisfaction in partner-led engagements.
Expected Outcomes
- Ramp-up new partners to a productive revenue generation state within agreed timelines.
- High NPS / CSAT for customers served by partners; low escalation rates related to partner delivery.
- Regular participation of key partners in launches, campaigns, and events that lead to measurable pipeline.
4. Programs, Operations & Governance
- Establish partner governance models with internal and partner executives (QBRs, steering committees).
- Build scalable partner operations: processes for lead sharing, opportunity registration, pricing/quoting, approvals, and compliance.
- Collaborate with Marketing, Finance, and Operations to ensure partner incentives, MDF, and comp plans are aligned with company objectives.
- Track and report weekly and quarterly on partner pipeline, sales forecasts, and KPIs.
Expected Outcomes
- Clear, consistent programs and rules of engagement that reduce friction between direct and partner sales.
- Operational maturity: clean data, reliable reporting, and effective forecasting for partner business.
- Governance cadence that drives accountability and continuous improvement with top partners.
5. Leadership & Team Development
- Lead the North America partnerships team and provide dotted-line leadership for international teams.
- Hire, develop, and retain high-performing partnerships and alliances leaders globally.
- Set clear goals, coach for performance, and create a culture of accountability, collaboration, and execution.
Expected Outcomes
- A cohesive global partnerships organization with clear roles, charters, and success metrics.
- Consistent performance against quarterly and annual partner targets across regions.
- Strong engagement scores and low regrettable attrition within the partnerships organization.