Head of Partnerships & Alliances

Responsibilities

• Own the North American partner strategy and revenue target across Global System Integrators, Independent Software Vendors, and Private Equity ecosystems.
• Hire, coach, and lead Partner Managers, including setting expectations, managing performance, and developing talent.
• Design and scale the partner program, including tiering, incentives, MDF, deal registration, co-sell playbooks, onboarding, partner portal/PRM, and reporting.
• Build joint value propositions and co-sell/co-deliver motions with Tier-1 System Integrators.
• Develop technology alliances and marketplace co-sell programs across AWS, Azure, and Google Cloud.
• Build relationships with Private Equity firms and operating partners to drive adoption across portfolio companies.
• Measure partner-sourced and partner-influenced pipeline, coverage ratios, revenue impact, and forecasts.
• Own executive relationships and negotiate partnership agreements, incentives, and success metrics.
• Partner cross-functionally with Sales, Marketing, Product, and Customer Success.
• Define partner success metrics and lead quarterly business reviews.
• Represent the company at industry events, partner conferences, and ecosystem forums.

Requirements

• 10+ years of experience in partnerships or alliances at a SaaS, consulting, enterprise software, or AI company.
• 2+ years leading and managing Partner Managers.
• Track record of building and scaling a GTM partner channel that drives material sourced or influenced revenue.
• Depth in at least two of consulting companies, GSI/SI, ISV/technology alliances, and PE/portfolio motions.
• Expertise in partner program design, including tiering, incentives, MDF, and co-sell playbooks.
• Strong forecasting, attribution, and revenue operations discipline.
• Deep understanding of enterprise sales motions, especially AI and automation.
• Executive presence, negotiation ability, relationship management, and stakeholder communication skills.
• Strategic thinking, operational rigor, project management, and startup execution skills.

Nice-to-haves

• Familiarity with agentic AI, frontier models, RPA, enterprise workflow automation, or LLM-based platforms.
• Experience with AWS, Azure, Google Cloud, and their marketplace/co-sell programs.
• Existing network across Tier-1 SIs, ISV ecosystems, or Private Equity operating partners.
• Experience with RevOps and PRM tooling such as HubSpot or Salesforce.
• Experience building and scaling an early-stage partner function.

Compensation and Benefits

• Compensation is determined by location, level, job-related knowledge, skills, and experience.
• Certain roles may be eligible for variable compensation, equity, and benefits.