VP, Partnerships & Alliances
Leads LaunchDarkly’s global partnerships and alliances strategy across services, systems integrators, resellers, cloud, and technology partners. The executive builds the partnerships organization, scales co-sell and partner programs, and drives measurable partner-sourced pipeline and revenue.
About the job
Responsibilities
- Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan.
- Build and lead the Partnerships organization, including its operating model, talent strategy, and accountability structure.
- Direct the partnerships budget and investment priorities, measuring partner-sourced pipeline, partner-influenced revenue, and growth.
- Design partner programs across Services and SI, Resell and VAR, Cloud, and Technology partners.
- Align priority partners through account mapping, co-selling, co-marketing, and expansion.
- Establish reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance.
- Roll out a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, workflows, and data integrity.
- Develop GSI and SI service offerings with Professional Services, Customer Success, and Product.
- Expand referral, co-delivery, subcontracting, and marketplace motions.
- Build partner activation and enablement across onboarding, certifications, playbooks, demos, and seller workflows.
- Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and Revenue operations.
- Shape joint solutions, integrations, and use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation.
- Represent Partnerships in Revenue and company-wide planning and operating reviews.
Requirements
- 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles.
- At least 7 years leading partnerships leaders, managers, or directors.
- Significant experience with Services, SI, or GSI partners.
- Success leading global partner strategies and building or relaunching programs across multiple partner motions.
- Experience owning partner-sourced and partner-influenced pipeline and revenue.
- Experience scaling organizations with multiple partner segments, programs, and cross-functional dependencies.
- Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.
- Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions.
- Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.
- Strong cross-functional leadership, executive presence, and commercial judgment.
- Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.
- Strategic, data-informed approach to prioritization, budget allocation, and operating cadence.
- Experience supporting corporate development initiatives involving strategic partners.
Compensation and Benefits
- Zone 1 target pay: $378,000–$520,000.
- Zone 2 target pay: $340,000–$468,000.
- Zone 3 target pay: $321,000–$442,000.
- Compensation may vary based on skills, experience, and location.
- Benefits include Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
Skills
Partnerships, Alliances, Channel Strategy, B2B SaaS, Salesforce, Partner Relationship Management, Deal Registration, Revenue Attribution, Co-Selling, Cloud Partnerships, Professional Services, DevOps, Observability, Artificial Intelligence, Machine Learning
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