Overview This is an office-based position.ResponsibilitiesJob 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 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. 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. 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.
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 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.
- Manages a team or teams of directors and managers across regions or sub-functions; sets vision, org design, and resource allocation.
- Change leadership: shapes the organization's mindset toward agility; drives 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.
- 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.
- Enterprise-level analytical rigor; deep experience allocating capital, sets contribution mix, and evaluating long-range 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 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
BenefitsWe 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 - all in a creative, fast-growing, and innovative company.
