Your key responsibilities:- Total Partner Strategy
- Own and execute Vonage's global partner strategy across all business & product areas - the first unified partner leadership role across our core Solutions Areas
- Define how each partner archetype - Hyperscalers ISVs, VARs, SIs, CSPs, Developer Platforms, and Alliance Partners - contributes to Vonage's revenue and market position
- Establish a consistent partner operating model (programme structure, tiering, incentives, rules of engagement, MDF governance) that works across the SA's and all geographies (AMER, EMEA, APAC)
- Drive clarity on partner motion by archetype: sell-to, sell-through, and 360 strategic relationship management - ensuring each pillar has the right coverage model, owner accountability, and commercial framework
Revenue & Commercial Accountability
- Own the global partner-influenced and partner-sourced revenue targets across all SA's, setting ambitious but credible goals and holding the team accountable for delivery
- Develop joint business plans with strategic partners (Hyperscalers, key SIs, Salesforce, ServiceNow) that align Vonage's product roadmap and GTM priorities with partner co-sell and co-build motions
- Identify and pursue net-new revenue opportunities within the partner ecosystem - including new partner recruitment, whitespace expansion, and ecosystem-led pipeline generation
- Partner closely with Sales, Product, Marketing, and RevOps to ensure partner-sourced pipeline is tracked, forecasted, and converted at the same rigour as direct business
Leadership & Organisational Development
- Lead, coach, and develop a team of senior partner leaders - including direct reports across Strategic Partnerships, TSD Channel, and Alliance programmes - fostering a high-performance, globally connected team culture
- Act as the executive sponsor for Vonage's most strategic partner relationships, engaging at C-suite and VP level with hyperscaler partner leaders, SI practice heads, and platform alliance executives
- Build the team and talent pipeline required to scale the partner function in line with Vonage's growth ambitions, working closely with Talent Acquisition on hiring and succession
Cross-Functional & Executive Engagement
- Serve as the primary partner voice at Vonage's executive level - reporting into BU leadership and representing the partner function at ELT discussions, board reviews, and investor conversations where relevant
- Drive cross-BU alignment to avoid channel conflict, ensure consistent partner experience, and unlock combined BU value propositions in the market
- Represent Vonage externally at industry events, partner summits, and strategic partner QBRs - raising the visibility and credibility of Vonage's partner brand globally
What you'll bringRequired:- Proven track record as a senior partner or alliances leader in a global B2B SaaS, CPaaS, or cloud technology business - with direct experience owning partner revenue targets at VP or above
- Demonstrated experience building and scaling multi-archetype partner programmes (hyperscaler co-sell, VAR/reseller, SI, ISV, and/or alliance) from strategy through execution
- Deep commercial acumen with the ability to build joint business plans, model partner economics, and hold teams accountable to revenue outcomes
- Executive presence and stakeholder influence - capable of engaging at C-suite level with strategic partners and representing Vonage's partner strategy to internal senior leadership
- Experience leading geographically distributed teams across AMER, EMEA, and APAC in a matrixed, multi-BU or multi-product environment
- Strong cross-functional operator: proven ability to align Sales, Product, Marketing, and RevOps around a partner-first GTM motion
- A builder's mindset - comfortable operating in a fast-moving, evolving environment, creating structure, playbooks, and culture where they do not yet exist
Experience we consider a plus:- Background in the communications, CPaaS, UCaaS, CCaaS, or adjacent cloud technology sector
- Familiarity with Salesforce, ServiceNow, or hyperscaler (AWS, Google Cloud, Microsoft Azure) partner ecosystems and co-sell programmes
- Experience managing a TSD/agent channel model in the enterprise communications space
- Track record of building or transforming a partner function following a company acquisition, merger, or significant structural change
How you'll benefit:- Company Bonus or Commission Structure (depending on the role)
- Medical, Dental, and Vision Coverage Options
- 401(k) Savings Plan
- Company-Paid Basic Life and AD&D Insurance
- Short-Term Disability (STD)
- Long-Term Disability (LTD)
- Maternity/Parental Leave
- Flexible Spending Accounts (FSA)
- Health Savings Account (HSA)
- Employee Support Program (EAP)
- Voluntary Supplemental Insurance
- Lifestyle Benefits
- Volunteer Time Off (VTO)
- Tuition Reimbursement - available for select positions; full details will be shared during the interview process
This role would be part of our Commission Compensation structure and overall compensation would be based on 50/50 split.
Disclaimer: The posted range represents the good faith salary for this role at the time of posting. Final compensation is determined by factors including (but not limited to) geographic location, relevant experience, specific skill sets, and internal equity.
US Pay Transparency
$260,000-$340,000 USD
There's no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you.
Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.
