Overview

This is an office-based position.

Responsibilities

Job Level Summary:

The Associate Vice President, Strategic Partnerships is a senior leader responsible setting the vision for how strategic partnerships are identified, developed, and scaled to drive long-range business growth and support the achievement of organizational goals within assigned area(s). This role involves long-range strategic planning, overseeing operations, directing partnership initiatives through directors and managers, sponsoring high-value negotiations, and ensuring mutually beneficial outcomes across the partner ecosystem. The ideal candidate will possess demonstrated and sustained leadership competencies, executive-level communication, and the ability to translate the organization's vision into actionable strategies and department goals. This role will define and scale go-to-market strategies for partner engagement, driving change that results in impactful business outcomes by aligning and enabling all go-to-market cross-functional teams (Marketing, Sales, Customer Success, Product Management and Engineering) and assisting in defining and executing on the organizational goals.

Strategy Development:

• Define multiyear partner strategy (buildbuypartner), 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 cosell, marketplaces, joint offers) with governance that ensures consistency and compliance across regions.
• Set enterprisewide commercial negotiation standards, delegationofauthority thresholds, and operating frameworks for strategic partnerships. Approve or sponsor enterpriselevel constructs and major commercial innovations, in partnership with Legal, Finance, and senior executive leadership. Provide oversight, guidance, and governance for the most strategic, highrisk, or highvalue negotiations across the organization.
• Shape the enterprise partnership strategy by collaborating with executive, functional, and gotomarket leadership to validate strategic bets and evaluate highvalue partnership opportunities. Sponsor datadriven business cases and secure executive alignment on priority investments. Cascade enterprise priorities to Directors, ensuring capacity, governance, and crossfunctional enablement are in place to operationalize at scale.

Relationship Management:

• 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

Partnership Execution:

• Approve/oversee master commercial constructs (revenue-share/pricing models), negotiate major agreements, and scale GTM programs (global cosell, marketplaces, joint offers) with governance that ensures consistency and compliance across regions.
• Establish functionwide 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.
• Manages a team or teams of directors and managers across regions or subfunctions; sets vision, org design, and resource allocation.
• Change leadership: shapes the organization27s mindset toward agility; drives crossdepartmental 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 partnersourced % of bookings.
• Performance metrics: partnersourced/influenced revenue as % of total, ecosystem pipeline coverage and conversion, program ROI and MDF yield, partner attach/penetration, strategic initiative outcomes (e.g., timetointegration), partner NPS, and forecast accuracy.
• All other duties as assigned.

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.
• Enterpriselevel analytical rigor; deep experience allocating capital, sets contribution mix, and evaluating longrange partner bets.
• Operates with enterprise latitude; broad experience setting vision, org design, and performance standards across regions/sub
• Expertise in data and tooling strategy to ensure enterprisewide partner performance instrumentation and decision cadences.
• Strategic thinking (enterprise level): proven experience authoring partner theses (buildbuypartner), category strategies, and market entry plays.
• Outcomes ownership; proven experience driving partnersourced/influenced revenue as % of total, ecosystem ROI, and strategic initiative success.
• Transformation leader; demonstrated experience shaping organizational agility and culture; ability to orchestrate crosscompany change with executives.
• Relationship authority; experience maintaining Csuite 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.
• Crossfunctional sponsorship; experience securing budgets and alignment across Marketing/Sales/Product/Legal/Finance; resolves toptier escalations.
• Master negotiator: approves enterprise commercial constructs and global frameworks; sets risk posture and guardrails

Benefits

We offer a competitive compensation and benefits package, opportunities for career growth, an employee stock purchase plan, 401(k), generous time off and flexible work/life balance, company-matched retirement packages, an employee wellness program, and an awards and recognition program 6 all in a creative, fast-growing, and innovative company.