Vice President, Strategic Partnerships

The Role:  The VP, Strategic Partnerships, is responsible for building and scaling a high-performing global partner ecosystem that drives significant incremental revenue.  You will own the global partnerships strategy, execution, and team – covering Cloud hyper-scalers, GSIs/SIs, consulting partners, resellers, and key technology alliances – and work closely with Sales, Marketing, Product, and Finance to deliver profitable growth. 

Key Responsibilities & Expected Outcomes 

1. Strategy & Growth 

• Define and execute a global strategic partnerships strategy by segment and geography (GSIs, regional SIs, resellers, technology alliances). 
• Develop and refine partner programs, economic models, and go-to-market motions that are attractive and profitable for partners and the company. 
• Build joint business plans with top partners, including clear value propositions, targets, GTM initiatives, and metrics. 

Expected Outcomes (12–24 months) 

• Material, measurable growth in partner-sourced and partner-influenced ARR. 
• A prioritized portfolio of strategic partners with documented joint business plans and quarterly reviews. 
• Clear, repeatable GTM plays with partners that are understood and adopted by the field. 

2. Sales Execution and Collaboration 

• Drive deal-level collaboration between direct sales and partners for new and existing enterprise customers. 
• Establish and maintain account and territory mappings between direct and partner teams. 
• Personally engage in key “must-win” opportunities, guiding co-sell strategy and executive engagement. 
• Ensure accurate partner pipeline, forecasting, and performance reporting. 

Expected Outcomes 

• Increased win rates and deal size in enterprise opportunities where partners are involved. 
• Predictable partner pipeline and forecast, with partner contribution visible in core sales systems. 
• Strong adoption of partner collaboration in the field (measured by co-sell deals, joint account plans, etc.). 

3. Partner Management & Enablement 

• Own the lifecycle of strategic partners: identification, recruitment, onboarding, enablement, performance management, and, when required, exit. 
• Oversee partner enablement programs (sales, technical, delivery) to ensure capability and quality. 
• Drive partner engagement in launches, marketing campaigns, and field events. 
• Set and enforce standards for delivery excellence and customer satisfaction in partner-led engagements. 

Expected Outcomes 

• Ramp-up new partners to a productive revenue generation state within agreed timelines. 
• High NPS / CSAT for customers served by partners; low escalation rates related to partner delivery. 
• Regular participation of key partners in launches, campaigns, and events that lead to measurable pipeline. 

4. Programs, Operations & Governance 

• Establish partner governance models with internal and partner executives (QBRs, steering committees). 
• Build scalable partner operations: processes for lead sharing, opportunity registration, pricing/quoting, approvals, and compliance. 
• Collaborate with Marketing, Finance, and Operations to ensure partner incentives, MDF, and comp plans are aligned with company objectives. 
• Track and report weekly and quarterly on partner pipeline, sales forecasts, and KPIs. 

Expected Outcomes 

• Clear, consistent programs and rules of engagement that reduce friction between direct and partner sales. 
• Operational maturity: clean data, reliable reporting, and effective forecasting for partner business. 
• Governance cadence that drives accountability and continuous improvement with top partners. 

5. Leadership & Team Development 

• Lead the North America partnerships team and provide dotted-line leadership for international teams. 
• Hire, develop, and retain high-performing partnerships and alliances leaders globally. 
• Set clear goals, coach for performance, and create a culture of accountability, collaboration, and execution. 

Expected Outcomes 

• A cohesive global partnerships organization with clear roles, charters, and success metrics. 
• Consistent performance against quarterly and annual partner targets across regions. 
• Strong engagement scores and low regrettable attrition within the partnerships organization. 

• 10+ years in enterprise software / SaaS, with significant leadership experience owning global partnerships, and 5+ years of direct sales leadership experience required. 
• Proven track record of building and scaling partner ecosystems that generate substantial partner-sourced and partner-influenced revenue. 
• Demonstrated success driving large, complex enterprise deals through partners, combining products and services. 
• Experience working with Cloud hyper-scalers, Global Systems Integrators, regional SIs, and strategic technology partners in co-sell and/or co-delivery models. 
• Strong background in business planning and execution: creating joint plans, setting targets, establishing milestones, and delivering results. 

Skills & Competencies 

• Strategic GTM & Partnership Design 
• Able to design partnership strategies by segment and geography and translate strategy into operational plans. 
• Deep understanding of partner business models, economics, and success levers. 
• Sales & Commercial Acumen 
• Strong enterprise sales orientation; comfortable engaging in deal strategy, pricing, and negotiation. 
• Skilled in pipeline management, forecasting, and holding teams and partners accountable to numbers. 

Execution & Operational Rigor 

• Builds scalable processes for partner recruitment, enablement, co-selling, and performance management. 
• Data-driven; diligent in measuring and communicating progress, identifying roadblocks, and driving resolution. 

Leadership & Influence 

• Proven ability to lead through influence across functions and geographies. 
• Effective at building consensus, resolving conflict, and aligning internal and partner stakeholders around shared goals. 
• Communication & Executive Presence 
• Clear, concise communicator with strong executive presence. 
• Able to represent the company credibly with C-level executives at partners and customers. 

Leadership & Personal Attributes 

• Collaborative, self-directed leader who thrives in a fast-changing, evolving environment. 
• Confident, low-ego, and highly professional, with strong interpersonal skills. 
• Demonstrates ownership mindset, urgency, and a bias toward action and results. 
• Willingness to travel up to 50% globally. 

Why Strategy 

Join an ambitious, growth-focused organization where strategic partnerships is considered a critical success factor for growth. You’ll have the opportunity to shape the team, define the partnership playbook, and make a direct, visible impact on our business trajectory.

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process.  If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected].

Visit Strategy’s Careers page for additional information.