Vice President, Strategic Partnerships

Role: VP, Strategic Partnerships

Location: US-based (global remit)
Reports to: VP, Customer Engagement

Role Summary

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

Responsibilities

• 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 inpartner-sourcedandpartner-influencedARR.

• 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

Responsibilities

• 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

Responsibilities

• 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

Responsibilities

• 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

Responsibilities

• 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.

Qualifications

Experience

• 10+ yearsin enterprise software / SaaS, with significant leadership experience owning global partnerships, and 5+ years of direct sales leadership experience required.

• Proven track record ofbuilding and scaling partner ecosystemsthat generate substantial partner-sourced and partner-influenced revenue.

• Demonstrated success driving large, complexenterprise deals through partners, combining products and services.

• Experience working withCloud hyper-scalers, Global Systems Integrators, regional SIs, and strategic technology partnersin co-sell and/or co-delivery models.

• Strong background inbusiness planning and execution: creating joint plans, setting targets, establishing milestones, and delivering results.

Skills & Competencies

• Strategic GTM & Partnership Design

• Able to design partnership strategies by segment and geography and translate strategy into operational plans.

• Deep understanding of partner business models, economics, and success levers.

• Sales & Commercial Acumen

• Strong enterprise sales orientation; comfortable engaging in deal strategy, pricing, and negotiation.

• Skilled in pipeline management, forecasting, and holding teams and partners accountable to numbers.

• Execution & Operational Rigor

• Builds scalable processes for partner recruitment, enablement, co-selling, and performance management.

• Data-driven; diligent in measuring and communicating progress, identifying roadblocks, and driving resolution.

• Leadership & Influence

• Proven ability to lead through influence across functions and geographies.

• Effective at building consensus, resolving conflict, and aligning internal and partner stakeholders around shared goals.

• Communication & Executive Presence

• Clear, concise communicator with strong executive presence.

• Able to represent the company credibly with C-level executives at partners and customers.

Leadership & Personal Attributes

• Collaborative, self-directed leader who thrives in afast-changing, evolvingenvironment.

• Confident, low-ego, and highly professional, with strong interpersonal skills.

• Demonstrates ownership mindset, urgency, and a bias toward action and results.

• Willingness to travel up to50%globally.

Why Strategy

Join an ambitious, growth-focused organization where strategic partnerships is considered a critical success factor for growth. You'll have the opportunity to shape the team, define the partnership playbook, and make a direct, visible impact on our business trajectory.