VP, Partnerships
Build and lead Rippling's GSI partnerships from the ground up. Develop strategy, joint GTM plans, close $1M+ SI-sourced deals, build executive relationships with Big 4 and other GSIs, and hire/coach a partnerships team to drive significant revenue.
About the job
What You’ll Do
- Build and scale Rippling’s GSI partnership strategy, defining how we engage with system integrators.
- Develop joint business plans, go-to-market frameworks, and co-sell motions that drive sourced and influenced pipeline.
- Personally close joint pipeline with SI partners and the Rippling Sales team — drive revenue end-to-end.
- Build executive relationships at target SIs that convert to active pipeline within two quarters.
- Partner closely with Rippling’s field sales and account management team to serve as a force multiplier in SI-influenced accounts.
- Lead, hire, and coach a team of partnership professionals—setting the standard for what great looks like.
- Own forecasting and pipeline hygiene: QBRs, partner scorecards, and CRM discipline.
What We’re Looking For
- 10+ years in strategic alliances, partner sales, or SI/GSI relationship management within SaaS, HCM, and enterprise software.
- 5+ years of direct experience working with or selling through SIs.
- A personal closing track record on SI-sourced deals at $1M+ ACV.
- Experience building a partnerships program at a growth-stage company.
- Hunter mentality with builder instincts—energized by ambiguity and creating something new.
- Strong executive presence: effective in a GSI alliance boardroom and pitching Fortune 500 CXOs.
- Deep relationships with leads at GSIs, including the Big 4 GSIs.
- Passion for the HR, IT, and finance technology space; understanding of how Rippling’s platform maps to SI delivery capabilities is a strong plus.
- Bachelor’s degree required; MBA preferred.
Compensation
- The pay range for this role is: 450000 - 475000 USD per year (All Tiers OTE). Commission is not guaranteed.
- This role will receive a competitive salary + benefits + equity.
Skills
Strategic Alliances, Partner Sales, Si/Gsi Relationship Management, SaaS, Hcm, Enterprise Software, Co-Sell Motions, Pipeline Management, CRM, Executive Relationship Building
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