Vice President of Alliances

Location: [Remote / Hybrid / Office Location]

Department: Business Development / Partnerships

Reports to: Chief Revenue Officer (CRO) / CEO

 

About the Role

We’re seeking a strategic, high-impact Vice President of Alliances to own and scale our global partnership ecosystem. As a key member of our executive team, you’ll define the vision, structure, and execution of our alliances strategy, including global technology partners, cloud platforms, channel partners, system integrators, and strategic consultants.

This is a pivotal role for a growth-stage B2B SaaS company, where partnerships will be a critical driver of market expansion, revenue growth, and customer success. You’ll work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure our alliances deliver meaningful value to all stakeholders — internally and externally.

 

Key Responsibilities

Strategic Leadership

• Own the global alliances strategy, aligned with business goals and revenue targets.

• Develop the strategic framework for partner segmentation, onboarding, enablement, and GTM execution.

• Represent partnerships as part of the senior leadership team, providing insight into how alliances support long-term growth.

 

Partner Ecosystem Development

• Identify, establish, and grow strategic relationships with key technology, cloud, channel, and consulting partners.

• Develop co-selling and co-marketing strategies that drive partner-sourced and partner-influenced pipeline.

 

Revenue Ownership

• Drive measurable revenue growth through joint GTM initiatives and partner-led expansion into new markets or verticals.

• Build scalable partnership models to ensure repeatable success and track contribution to sales pipeline and closed revenue.

 

Cross-Functional Alignment

• Collaborate closely with Sales, Marketing, Product, and Customer Success to ensure partnership alignment with GTM priorities.

• Serve as the internal voice of the partner to shape product direction, marketing campaigns, and sales enablement.

 

Team Building & Operational Excellence

• Build, lead, and scale a world-class alliances team, including regional or functional leaders as needed.

• Establish and manage KPIs, dashboards, and operational processes to track success and optimize performance.

 

Qualifications

• 10+ years of experience in strategic alliances, partnerships, or business development, with at least 5 years in leadership roles within B2B SaaS.

• Proven success building and scaling partner programs that drive significant revenue and market expansion.

• Deep experience across a range of partnerships including cloud alliances (e.g. AWS, GCP, Azure), ISVs, SIs, VARs, and channel partners.

• Strong executive presence with the ability to influence, negotiate, and build trusted relationships with internal and external stakeholders.

• Demonstrated ability to work cross-functionally and align teams around partnership strategies.

• Comfortable operating in a fast-paced, high-growth, and often ambiguous environment.

• Exceptional communication, analytical, and strategic thinking skills.

 

Preferred Experience

• Experience with cloud marketplace partnerships, co-sell motions, and integrations.

• Familiarity with tools like Salesforce, PartnerStack, Crossbeam, and PRM platforms.

• Background in cybersecurity, DevOps, data infrastructure, or vertical SaaS is a plus.

 

Why Join Us?

• Opportunity to lead and shape the global alliances strategy at a high-growth SaaS company.

• Work directly with executive leadership to drive strategic growth initiatives.

• High visibility, high-impact role with significant influence over company trajectory.

• Competitive salary, equity, and benefits.

• Collaborative, innovative, and mission-driven culture.