Senior Vice president, Channel Partnerships

About the job

We are working on a CONFIDENTIAL SEARCH for a Senior Vice President of Partnerships and Strategic Alliances. Company name and additional details will be shared with qualified candidates during initial conversations

 

Senior Vice President of Partnerships and Strategic Alliances

About the Role

Our client is scaling their AI ecosystem, technology integrations, channel relationships, and strategic AI alliances. We're looking for a senior partnerships leader who can build and run that ecosystem end to end: designing programs, personally establishing marquee strategic partnership deals, and standing up a team to scale the function. This is a builder's role for someone who wants ownership of the whole partner landscape.

Core Responsibilities

• Set the Partnerships Strategy: Build and own the company’s end-to-end ecosystem strategy (channel and reseller, technology and ISV integrations, and strategic AI/cloud alliances, global system integrators and university partnerships)


• Secure Strategic & AI Alliances: Personally develop, negotiate and secure high-value integrations and alliances.


• Build the Platform & Channel Programs: Stand up a scalable channel, referral, and API/ISV partner programs (including but not limited to certification, marketplace presence, and co-sell / co-marketing enablement).


• Own Partner-Sourced Revenue: Set and defend pipeline and revenue targets tied to partner activity, and report on ecosystem health and ROI at the executive level.


• Drive Cross-Functional Execution: Partner closely with Product, Sales, Marketing, Finance and Legal to make sure integrations ship, partner deals convert to pipeline, and contracts protect the company’s interests.


• Build and Lead the Team: As the partner ecosystem gains traction, hire, mentor, and structure a team spanning channel management, alliances, and partner enablement.

What You'll Need to Succeed:

• Proven Track Record: 10+ years in partnerships, business development, or channel leadership, including experience personally negotiating and closing strategic technology or ecosystem deals (not just managing an inherited channel program) and nurtured those relationships to be actively producing


• Builder's Mindset: Experience designing a partnerships function from an earlier stage of maturity, and comfort operating across both channel/reseller motions and complex strategic alliance negotiations.


• Executive Presence: Strong track record communicating ecosystem strategy and results to a CRO, CEO, or board.


• Location: Based in or near Salt Lake City, Chicago, San Francisco, New York or open to remote for the right candidate.


• Team building: Proven experience hiring, coaching, or leading a partnerships or business development team.