We are seeking a seasoned VP of Global Partner Sales & Alliances to build, scale, and monetize a global ecosystem of System Integrators (SIs), Consulting Firms, and Strategic Alliances.
This leader will own the partner GTM strategy, drive partner-sourced and partner-influenced revenue, and establish our company as a preferred enterprise platform within the SI ecosystem.
This is a builder + operator role, requiring deep experience working with Tier-1 and Tier-2 SIs, enterprise SaaS sales motions, and executive-level partner relationships.
Key Responsibilities
1. Channel & Alliance Strategy
- Define and execute the global channel and SI alliance strategy aligned to enterprise revenue goals.
- Identify priority partners (Global SIs, Regional SIs, Boutique Consulting Firms) by industry and geography
- Design partner segmentation, coverage models, and engagement framework
2. SI Partner Acquisition & Enablement
- Recruit, onboard, and scale strategic SI partnerships (Global, Regional, and Niche)
- Build partner enablement programs including training, certifications, sales plays, and solution accelerators
- Ensure partners are deal-ready, value-driven, and product-competent
3. Revenue Ownership & Co-Selling
- Own partner-sourced and partner-influenced pipeline and revenue targets
- Drive structured co-sell motions with direct sales teams and SI partners
- Influence large, complex enterprise deals through SI sponsorship and joint value propositions
4. Executive Relationship Management
- Build and maintain CXO and Partner Practice Leader relationships at SIs
- Act as the executive sponsor for strategic alliances
- Represent the company in joint executive briefings, QBRs, and industry events.
5. GTM Programs & Joint Offerings
- Create joint solutions, industry offerings, and transformation programs with SIs
- Align marketing, demand generation, and account-based initiatives with partners.
- Work closely with Product, Marketing, and Services teams to drive ecosystem success
6. Governance, Metrics & Scale
- Define partner success metrics (pipeline, revenue, certifications, deal velocity)
- Establish governance models, partner scorecards, and operating cadence
- Scale the alliances organization, including hiring and developing regional alliance leaders.
Required Experience:
- 15+ years of experience in enterprise SaaS sales, alliances, or channel leadership
- Proven success in building and scaling SI-led revenue mode
- Experience working with Global SIs (Accenture, Deloitte, PwC, EY, Capgemini, etc.) and/or strong regional SIs
- Track record of closing or influencing large enterprise deals ($1M+) through partners
Skills & Capabilities:
- Deep understanding of SI economics, motivations, and partnership models
- Strong executive presence with the ability to influence senior stakeholders internally and externally.
- Strategic thinker with strong operational execution skills.
- Ability to align sales, services, product, and marketing around a partner-first GTM motion.
Leadership Traits:
- Builder mindset with comfort operating in ambiguity.
- High ownership and accountability for revenue outcomes
- Strong negotiator and relationship-driven leader
- Data-driven, yet pragmatic in execution
Why Join Us
- Enterprise-grade product competing with global leaders
- Strong opportunity to shape and own the partner-led growth strategy
- High visibility role with direct impact on revenue and market expansion
