The National Partnerships & Ecosystem Strategy Lead is a senior individual contributor responsible for developing and executing national partnership initiatives that support Flexential's channel growth objectives. This role identifies, recruits, and develops strategic alliance and ecosystem partners, builds executive-level partner relationships, and leads cross-functional initiatives that drive pipeline creation and revenue growth. Working closely with channel leadership and internal stakeholders, the role provides partnership insights and recommendations, facilitates partner governance activities, and helps advance Flexential's partnership strategy through execution and influence. This position requires a visionary, consultative leader with deep experience in strategic alliances, ecosystem development, channel growth, and executive stakeholder engagement. The ideal candidate possesses a proven ability to provide partnership insights and recommendations that inform business decisions, orchestrate complex partnership initiatives, and deliver measurable business outcomes through indirect channels and ecosystem-led growth strategies.
Key Responsibilities & Essential Job Functions Strategic Planning - Develop and execute partnership plans and initiatives that support channel strategy, revenue growth, and market expansion objectives. Identify, evaluate, recruit, and onboard new national partners and strategic alliances that create incremental revenue opportunities and enhance Flexential's market position.
- Build and maintain executive-level relationships within assigned partner organizations, serving as the primary relationship lead for partnership planning and execution.
- Collaborate with internal stakeholders and partners to align solutions and go-to-market initiatives Go-To-Market Alignment Align Flexential's services with partner go-to-market strategies to develop differentiated joint value propositions and mutual growth plans.
- Create and execute comprehensive joint business plans, including revenue objectives, pipeline targets, solution alignment, marketing initiatives, and executive sponsorship.
- Develop strategic initiatives that improve alignment between channel partners, technology partners, and Flexential sales teams to maximize business outcomes.
- Collaborate with Product, Marketing, Sales, and Solutions Engineering teams to design and execute joint go-to-market initiatives that increase awareness, demand generation, and pipeline creation.
- Lead partner account mapping, opportunity planning, and sales engagement strategies that drive partner-sourced and partner-influenced revenue.
- Work closely with Regional Partner Managers and sales leadership to operationalize national partnership and ecosystem strategies across field organization.
Governance Responsibilities - Create and facilitate partnership governance frameworks, including Executive Business Reviews (EBRs), Quarterly Business Reviews (QBRs), partner scorecards, and strategic planning sessions.
- Monitor performance through pipeline, revenue, partner engagement, ecosystem growth, and strategic initiative metrics, adjusting plans as necessary to achieve business objectives. Provide recommendations and insights to channel leadership regarding alliance strategy, ecosystem development, and long-term growth opportunities.
Required Qualifications - Demonstrated success developing and managing strategic partnerships, alliances, or national channel programs within the IT, cloud, colocation, managed services, telecommunications, or technology services industries.
- Proven track record identifying, recruiting, and scaling strategic partnerships that generate measurable revenue growth and business value.
- Experience creating and executing joint go-to-market strategies that align organizational capabilities with partner business objectives.
- Deep understanding of alliance management, ecosystem strategy, and indirect route-to-market models.
- Proven ability to influence executive stakeholders and align multiple organizations around shared strategic objectives.
- Strong business development, executive relationship management, negotiation, and strategic planning skills.
- Proven ability to develop business cases, partnership frameworks, and growth strategies for complex alliance environments.
- Exceptional verbal, written, presentation, and executive communication skills.
- Experience utilizing Salesforce.com or similar CRM platforms for partner management, forecasting, and business planning.
- Strong analytical, financial, and problem-solving skills, with the ability to identify and capitalize on market opportunities.
Preferred Qualifications - Bachelor's degree or equivalent work experience.
- 10+ years of experience in channel sales, strategic alliances, ecosystem development, business development, or partner management leadership roles.
- Experience working with technology alliances, distributors, advisory firms, national channel organizations, or ecosystem-centric partner models.
- Experience developing executive-level strategic partnerships with significant revenue accountability.
- Demonstrated success building ecosystem-led go-to-market programs that increase market awareness, partner engagement, and revenue performance.
Base Pay Range: The annual salary range offered for this position is estimated to be
$155,000 - $170,000. However, the actual pay range depends on each candidate's experience, location, and qualifications.
Variable Pay: This role is eligible for commission. The expected annual commission target range is
$70,000 - $100,000 based on achievement of targets and other performance indicators.
Benefits of working at Flexential• Medical, Telehealth, Dental and Vision
• 401(k)
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA)
• Life and AD&D
• Short Term and Long-Term disability
• Flex Paid Time Off (PTO)
• Leave of Absence
• Employee Assistance Program
• Wellness Program
• Rewards and Recognition Program
Benefits are subject to change at the Company's discretion.
Work Location EligibilityAt this time, we are only able to employ individuals who reside and perform work in states where the company is authorized to do business and maintain employment registrations. We are currently unable to consider applicants who reside or will perform work in the following states: Arkansas, Alaska, Alabama, Delaware, Hawaii, Iowa, Kansas, Louisiana, Maine, Maryland, North Dakota, Rhode Island, South Dakota, Wisconsin, Wyoming, Washington DC.
Applicants must be legally authorized to work in the United States and must reside in a state where the company maintains employment eligibility at the time of hire and throughout their employment. State eligibility may be subject to change based on business needs and regulatory requirements.
