VP Partnerships & Alliances

Responsibilities

• Define and execute the partnerships and alliances strategy, translating company priorities into a focused portfolio of partner motions, investments, and measurable outcomes.
• Build and mature the end-to-end partner program, including recruitment, segmentation, onboarding, enablement, certification, activation, and ramp to productivity.
• Develop routes to market across reseller, co-sell, agency, consultancy, systems integrator, go-to-market advisor, revenue technology, and related ecosystem partners.
• Identify, structure, operationalize, and monetize strategic technology and data partnerships.
• Collaborate with Sales, Customer Success, Marketing, Product, R&D, Finance, Legal, and executive leadership to launch and scale complex partnerships.
• Design the partner organization and talent plan; recruit channel leaders and establish operating rhythms for sustained performance.
• Create partner-facing strategies, value propositions, enablement content, commercial frameworks, and contracts.
• Establish partner prioritization, performance management, pipeline visibility, and investment processes.

Key Outcomes

• Accelerated partner recruitment, onboarding, enablement, activation, and productivity.
• Scalable multi-channel growth across reseller, co-sell, agency, consultancy, systems integrator, technology, and data partnerships.
• Repeatable models for commercializing high-value integrations and data-enabled partnerships.
• Strong partner leadership bench, clear channel ownership, and a scalable operating model.
• Effective cross-functional execution and joint go-to-market programs that produce measurable outcomes.

Requirements

• Executive-level experience building, launching, or materially scaling SaaS partner and alliance programs.
• Experience building and scaling partner organizations in SaaS businesses ranging from $100M to $500M in ARR.
• Deep expertise in reseller and co-sell channels, ideally including systems integrators, go-to-market consultancies, revenue operations firms, and revenue technology specialists.
• Working knowledge of agency business models and technology-provider partnerships.
• Experience developing technology, integration, and data partnerships with Product and R&D teams.
• Strong commercial judgment, including partnership monetization, negotiation, and structuring mutually beneficial agreements.
• Strong industry network and ability to attract, assess, and develop partner talent.
• Excellent executive presence and cross-functional influence.
• Hands-on, agile leadership style with the ability to move between strategy and execution.
• Sales or business development experience is a plus.

Success Measures

• Partner program maturity and operating-model development.
• Partner recruitment, onboarding, enablement, activation, and ramp to productivity.
• Quality and performance of partner-sourced and partner-influenced business.
• Commercial impact of strategic technology and data partnerships.
• Effectiveness of joint go-to-market motions.
• Strength, scalability, and engagement of the partnerships organization.
• Cross-functional confidence in partnership prioritization, governance, and execution.

Compensation & Benefits

• Base salary range: $232,875.00–$341,550.00.
• Additional compensation may include a bonus or commission plan and stock options.
• Benefits include health insurance, life and disability insurance, 401(k) employer matching, paid holidays, self-care days, paid parental leave, paid time off, equipment and remote-work support, learning and development resources, and wellness programs.