VP, Strategic Alliances

• Develop and execute the overall strategic alliances roadmap aligned with company objectives.
• Identify, evaluate, and prioritize potential partners across technology, channel, consulting, and ecosystem landscapes.
• Define joint value propositions that differentiate the company and drive revenue growth.
• Negotiate, structure, and manage strategic partnership agreements.
• Establish executive-level relationships with partner organizations.
• Oversee joint business planning, including go-to-market strategies, co-selling initiatives, and co-marketing programs.
• Drive partner enablement to ensure successful solution adoption and integration.
• Deliver measurable outcomes from alliances, including pipeline development, revenue contribution, and market expansion.
• Partner with sales leadership to drive execution of alliance-influenced opportunities.
• Monitor and report on KPIs and ROI of partnerships.
• Lead and grow a high-performing strategic alliances team.
• Work with marketing to develop joint messaging, campaigns, and thought leadership.
• Serve as a key member of the executive team, contributing to overall business strategy.

• 20+ years of experience in partnerships, alliances, business development, or related functions, with at least 10 years in a leadership role.
• Proven track record negotiating and executing Strategic Collaboration Agreements with AWS, Microsoft Azure, and/or Google Cloud worth $5M+ annually in combined funding and credits.
• Deep expertise in cloud marketplace strategies (AWS Marketplace, Azure Marketplace, Google Cloud Marketplace) including private offers, CPPO/IP Co-Sell programs, and listing optimization.
• Demonstrated success driving measurable partner-sourced revenue, with experience scaling partner channels from <10% to 25%+ of total ARR.
• Demonstrated success building large-scale partnerships that drive significant revenue impact.
• Strong executive presence and experience influencing at the C-suite level stakeholders at Hyperscalers, and Fortune 500 companies.
• Deep understanding of relevant industry such as SaaS, technology, healthcare, financial services.
• Exceptional negotiation, communication, and relationship-building skills.
• Track record of leading high-performing teams and scaling global partnerships.
• Strategic thinker with the ability to execute tactically.
• Bachelor’s degree required; MBA or advanced degree preferred.

Pay range: $343K - $400K

• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Parental leave program that includes options for a paid night nurse, and a gradual return to work
• Infertility/assisted reproductive services benefit
• Employee referral bonuses
• Snacks and beverages in the office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups