VP, Partners and Alliances
Kantata
full-time
Posted on:
Location Type: Remote
Location: United States
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Job Level
Tech Stack
About the role
- Define and execute the multi‑year partner strategy across ISVs, SIs, Resellers, and Advisors.
- Define Ideal Partner Profile for future partnerships.
- Lead and mentor a team of individual contributors responsible for partner acquisition, growth, and performance.
- Evaluate and prioritize partners based on strategic fit, market opportunity, and alignment with Kantata’s long‑term objectives.
- Build and scale joint go‑to‑market motions with top partners to drive referral volume, sourced pipeline, and co‑selling opportunities.
- Oversee the partner sales cycle from identification through close, ensuring teams exceed revenue and pipeline targets.
- Develop executive‑level engagement strategies that deepen trust, alignment, and shared business outcomes.
- Ensure partner teams are fully enabled through coordinated efforts with Revenue Enablement, Product Marketing, and Sales.
- Establish governance models, QBRs, and operating rhythms that drive accountability and performance.
- Collaborate with Sales, Marketing, Product, Finance, and Partner Operations to ensure seamless execution of alliance strategies.
- Monitor industry trends, competitive dynamics, and emerging technologies to identify new partnership opportunities.
- Define KPIs for partner performance, pipeline contribution, and revenue impact.
- Conduct regular performance reviews with partner leaders and external partners to optimize strategy and execution.
Requirements
- Bachelor’s degree in business, marketing, or related field
- 15+ years of experience in alliances, business development, or ecosystem leadership
- Demonstrated success building and scaling multi‑tier partner ecosystems
- Proven ability to lead and develop VP‑ and Director‑level leaders
- Exceptional negotiation, executive communication, and relationship‑building skills
- Deep understanding of the professional services technology landscape and competitive environment
- Strong operational leadership with the ability to build repeatable, scalable partner motions
- Experience managing alliances with large global ISVs, including ServiceNow (Preferred)
- Experience driving revenue through VC/PE portfolio ecosystems (Preferred)
- Familiarity with CRM, PRM, and partner management platforms (Preferred)
- Certifications in alliances, ecosystem leadership, or enterprise sales (Preferred)
Benefits
- An intentionally engaging and collaborative culture - ditch the silo!
- Strong work-life balance that’s a true focus of the company
- The chance to learn from some of the best people in the business
- A vibrant, collaborative, and devoted team, who still makes time for fun
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
partner strategypartner acquisitiongo-to-market motionsrevenue targetsKPI definitionperformance reviewsmulti-tier partner ecosystemsoperational leadershipecosystem leadershipbusiness development
Soft Skills
leadershipmentoringnegotiationexecutive communicationrelationship buildingtrust buildingcollaborationaccountabilitystrategic fit evaluationperformance optimization
Certifications
alliances certificationecosystem leadership certificationenterprise sales certification