Define and execute a comprehensive alliance strategy across GTM, product, and delivery partnerships aligned to Aravo’s growth objectives.
Shape Aravo’s ecosystem strategy to strengthen category leadership in Third-Party Risk Management and GRC.
Serve as a trusted executive partner to internal leaders and external alliance executives, including GSIs, consulting firms, and technology partners.
Drive measurable sourced and influenced pipeline, co-sell success, and improved win rates through partner channels.
Establish joint account planning, co-selling motions, and partner-driven demand generation programs.
Influence competitive positioning by leveraging alliances to shape RFPs and buyer perception.
Build and scale global partnerships across North America, EMEA, and APAC.
Develop and manage strategic relationships with Global System Integrators (PwC, EY, Deloitte, KPMG, Accenture), advisory firms, and risk/compliance specialists.
Enable GSIs and partners to deliver enterprise implementations and managed services at scale.
Partner with Product and Engineering to prioritize integrations, data partnerships, and co-innovation opportunities.
Expand Aravo’s integration ecosystem, app marketplace, and data enrichment partnerships.
Evaluate AI, risk intelligence, and continuous monitoring partners for strategic fit and roadmap alignment.
Build alliance programs from the ground up, including partner tiers, certifications, incentives, governance, and operating cadence.
Establish partner KPIs, dashboards, and ROI models to measure impact and optimize performance.
Lead complex negotiations for strategic agreements, revenue sharing, SOWs, and long-term partnership contracts.

Requirements

10–15+ years of experience in enterprise SaaS partnerships, strategic alliances, or business development, with a demonstrated ability to build and scale partner ecosystems in high-growth B2B software environments.
Proven track record of driving meaningful ARR growth through partner channels, including helping scale revenue from approximately $50M to $100M+ by increasing partner-sourced and partner-influenced pipeline, improving win rates, and expanding enterprise deal value.
Demonstrated ability to evaluate, prioritize, and structure partnerships that deliver strategic differentiation, product extensibility, and revenue impact.
Strong familiarity with Third-Party Risk Management (TPRM), vendor governance, compliance, and broader GRC landscapes.
Working knowledge of enterprise regulatory and risk drivers, including operational resilience, supply chain risk, cybersecurity assessments, and evolving regulatory expectations.
Ability to translate complex regulatory and risk requirements into scalable partnership and solution strategies.
Proven success creating, scaling, and governing global alliance programs across North America, EMEA, and APAC.
Experience structuring global implementation and delivery partnerships, including regional enablement models, centers of excellence, and cross-border operating frameworks.
Demonstrated ability to lead and influence partners across diverse markets, cultures, and regulatory environments.
Extensive experience building and managing strategic relationships across complex enterprise ecosystems, including Global System Integrators (GSIs) such as PwC, EY, Deloitte, KPMG, Accenture, and similar firms.
Third-Party Risk, Compliance, and Advisory Firms supporting enterprise governance, risk, and regulatory initiatives.
Data Providers and Risk Intelligence Platforms that enable risk enrichment, continuous monitoring, and decision intelligence.
Technology Alliance Partners, including GRC platforms, procurement solutions, ITSM providers, and continuous monitoring technologies.

Benefits

100% Employer Paid Medical Insurance options for the Employee and Family
Paid Maternity and Paternity Leave
Life and AD&D Insurance
Long-Term Disability Insurance
401K with Company Matching
Equity Participation
4 Weeks of Vacation
Fully Stocked Kitchens
Company-Sponsored Charitable Day of Giving Events

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise SaaS partnershipsstrategic alliancesbusiness developmentpartner ecosystem managementrevenue growthpartnership structuringglobal implementation partnershipsrisk intelligence evaluationdata partnershipsnegotiation

Soft Skills

leadershipinfluencerelationship managementstrategic thinkingcross-cultural communicationnegotiation skillscollaborationproblem-solvingadaptabilityorganizational skills