Associate Vice President, Strategic Partnerships

Responsibilities

• Define multi-year partner strategy (build-buy-partner), ecosystem design (GSIs, ISVs, platforms, distributors), and investment theses.
• Establish partner category strategies, market entry theses, and capability roadmaps aligned to Company objectives.
• Approve/oversee master commercial constructs (revenue-share/pricing models), negotiate major agreements, and scale GTM programs (global co-sell, marketplaces, joint offers) with governance that ensures consistency and compliance across regions.
• Set enterprise-wide commercial negotiation standards, delegation-of-authority thresholds, and operating frameworks for strategic partnerships.
• Sponsor data-driven business cases and secure executive alignment on priority investments.
• Cascade enterprise priorities to Directors, ensuring capacity, governance, and cross-functional enablement are in place to operationalize at scale.
• Define the enterprise partner thesis and target ecosystems; set evaluation standards (strategic adjacency, TAM, unit economics, risk); ensure opportunities are vetted against corporate strategy and approve or redirect investment at the functional level.
• Approve or sponsor enterprise-level constructs and major commercial innovations, in partnership with Legal, Finance, and senior executive leadership.
• Provide oversight, guidance, and governance for the most strategic, high-risk, or high-value negotiations across the organization.
• Shape the enterprise partnership strategy by collaborating with executive, functional, and go-to-market leadership to validate strategic bets and evaluate high-value partnership opportunities.
• Secure executive alignment on priority investments and cascade enterprise priorities to Directors, ensuring capacity, governance, and cross-functional enablement are in place to operationalize at scale.
• Approve/oversee master commercial constructs (revenue-share/pricing models), negotiate major agreements, and scale GTM programs (global co-sell, marketplaces, joint offers) with governance that ensures consistency and compliance across regions.
• Establish function-wide governance and performance standards for partnership delivery; approve/redirect major investments, hold directors accountable for execution, and intervene on escalations to ensure enterprise commitments are delivered on time and within budget.
• Collaboration and leadership: Set enterprise cross-functional strategy and governance for partnerships; align executive sponsors across Marketing/Sales/Product/Legal/Finance, secure budgets, resolve escalations, and hold directors accountable for interlock and outcomes.
• Manage a team or teams of directors and managers across regions or sub-functions; set vision, org design, and resource allocation.
• Change leadership: shape the organization’s mindset toward agility; drive cross-departmental transformation, ensuring alignment to strategy and measurable outcomes.
• Financial Oversight: Owns functional goals and budget; accountable for financial performance and KPIs. Define the enterprise revenue strategy for partnerships (mix, targets, incentives); approve investments, hold directors accountable to contribution goals, and steer the ecosystem toward new revenue streams while improving CAC efficiency and partner-sourced % of bookings.
• Performance metrics: partner-sourced/influenced revenue as % of total, ecosystem pipeline coverage and conversion, program ROI and MDF yield, partner attach/penetration, strategic initiative outcomes (e.g., time-to-integration), partner NPS, and forecast accuracy.

Qualifications

• Typically requires 12+ years of relevant experience including extensive leadership experience.
• C-suite caliber executive communication and influence; ability to articulate ecosystem strategy and investment thesis.
• Enterprise-level analytical rigor; deep experience allocating capital, sets contribution mix, and evaluates long-range partner bets.
• Operates with enterprise latitude; broad experience setting vision, org design, and performance standards across regions/sub-functions.
• Expertise in data and tooling strategy to ensure enterprise-wide partner performance instrumentation and decision cadences.
• Strategic thinking (enterprise level): proven experience authoring partner theses (build-buy-partner), category strategies, and market entry plays.
• Outcomes ownership; proven experience driving partner-sourced/influenced revenue as % of total, ecosystem ROI, and strategic initiative success.
• Transformation leader; demonstrated experience shaping organizational agility and culture; ability to orchestrate cross-company change with executives.
• Relationship authority; experience maintaining C-suite alliances; opening new strategic relationships and reshaping existing ones.
• Senior talent mentor: proven ability to build leadership bench; scale operating mechanisms and succession for sustainable growth.
• Cross-functional sponsorship; experience securing budgets and alignment across Marketing/Sales/Product/Legal/Finance; resolves top-tier escalations.
• Master negotiator: approves enterprise commercial constructs and global frameworks; sets risk posture and guardrails.