Vice President of Partnerships

See yourself at Twilio

Join the team as our next Vice President, Twilio Partnerships

Who we are 

At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion mean that no matter your location, you’re part of a vibrant, diverse team making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.

About the job

As the VP of Partnerships at Twilio, you align our Communications and Segment partnership teams to a strategic plan that optimizes the power Twilio platform and solutions for our most important strategic partners. You foster strong relationships with ISVs, Cloud Marketplaces, System Integrators, Resellers and empower them with enablement, sales plays, incentives and technology to ensure their ability to source demand, influence deals, and scale our most complex offerings globally. You harness the power of partners to scale expansion of Twilio TAM by entering new markets, verticals and regions.

You will lead a newly formed team, consisting of both Communications and Segment. You will develop and execute a clear integration strategy that align roles, responsibilities, and goals across the newly combined group while ensuring both Comms and Segment partner teams are delivering business results. This position will report to the Chief Revenue Officer of Twilio. 

The successful candidate will drive all aspects of Twilio’s partnership motion, including strategy execution, co-sell, resell, GSIs, and marketplace partnerships, and integrate into the broader business and product strategy to expand Twilio’s market reach and drive revenue growth. 

The right candidate must have a proven track record in building, and leading a high-performing partners function for a growing multi-billion dollar software business. The future VP Partnerships must be able to demonstrate their ability to drive improvements and growth in partner sourced and influenced revenue, and develop playbooks and partner enablement materials in collaboration with the sales enablement and marketing teams to ensure long-term partner success.  

If you are a leader who believes deeply in building inclusive environments, allowing employees from all backgrounds to contribute, grow and prosper, we’d love to hear from you.  As a senior leader, you must be a visible advocate and champion for our values, the Twilio Magic, helping build Twilio’s brand as an inclusive and diverse employer both internally and within the communities of our hubs. You must believe a diverse team, from the top down, allows all employees to achieve their full potential and as a result will allow Twilio to reach our goals, collectively.

Responsibilities

In this role, you’ll:

• Own the vision: develop a cohesive partner strategy that align the go-to-market efforts of both the Communications and Segment teams. Facilitate regular cross-team collaboration sessions to identify areas for synergy and ensure alignment in partner engagement efforts.
• Build a high performing organization: Build and scale a high-performing partnerships organization, creating processes and frameworks to support sustainable growth and effective collaboration with direct sales
• Lead with data: Establish metrics and performance indicators to measure the success of partnership initiatives. Monitor and analyze partnership performance to ensure targets are met and identify areas for improvement.
• Drive Results: achieve a significant increase in pipeline and revenue from ISV, Cloud Marketplaces and SI partnerships.s. Ensure ISVs spend as “end Twilio customers” continues its high growth while improving our co-selling motions and joint deal execution with ISV partnerships. Built a scalable and repeatable Partner Program and engagement model for onboarding, enabling, and growing partnerships.
• Transformation to Solution Selling: Partner with CRO and sales leadership to evolve the partner ecosystem from a product-centric to a solution-selling model, where Partner Account Executives consistently position solutions based on customer needs.
• Represent the customer :Be the champion and voice of customers. Build impactful, personal relationships with customers and the field. Bring the customer’s voice into every decision making process.
• Think Strategically - Operate both strategically and tactically in a dynamic environment. Align the right resources to the task at hand; foresee and plan around obstacles.
• Become a trusted partner: Partner closely with CRO, sales execs, marketing, product, finance, customer success and operations leadership to provide the partner perspective into business planning, product roadmaps and GTM strategy, and jointly plan strategic initiatives such as entering new markets, verticals or geographies.
• Mentor and develop your teams for the next phase of growth for the business. 

What you need to succeed: 

• Minimum of 10 years of experience in partnership development, business development, or strategic alliances within the CPaaS, telecommunications, or technology sectors.
• Proven track record of successfully building and scaling partnership organizations and driving significant revenue growth through strategic alliances.
• Deep understanding of the CPaaS ecosystem, marketplace dynamics, and global systems integrator landscape.
• Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships
• Strong leadership and team management skills, with the ability to inspire and motivate a diverse team.
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinker with a results-oriented mindset and the ability to drive initiatives from concept to completion
• Leadership DNA - validated ability to excite and lead successful cross-functional initiatives
• Data-driven and outcomes oriented. Proven ability to optimize revenue and gross profit by using data to guide decision making. 
• Excellent written and oral communication skills and experience with high-level business and deep technical discussions
• Executive presence and strong communication skills, including ability to create and deliver a great presentation to tell a story and communicate business value as well as product features and benefits
• A bias for action with the ability to test and iterate on new ideas quickly with the appropriate controls and data in place to measure success and change or double down on tactics when needed.

Qualifications 

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Location 

This role will be based in the US. 

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

*Please note this role is open to candidates outside of Colorado, California, New York, Washington and Washington D.C. The information below is provided for candidates hired in those locations only.

The estimated pay ranges for this role are as follows:

• Based in Colorado: $339,000 - $423,000.
• Based in Washington D.C.: $339,000 - $423,000.
• Based in New York, Washington State, or the San Francisco Bay area, California: $339,000 - $423,000.
• This role may be eligible to participate in Twilio’s equity plan. All roles are eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.
• This role is eligible to earn commissions. 

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the state. 

Applications for this role are intended to be accepted until November 1, 2024 but may change based on business needs. 

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now!

If this role isn't what you're looking for, please consider other open positions.