Global VP & GM, Partner Ecosystem

You will lead a world-class team to evolve and scale a global partner ecosystem into a durable, partner-led growth engine, building mutually beneficial alliances with software vendors, cloud providers, and system integrators. You'll sit at the intersection of product innovation and market expansion, ensuring the partner strategy drives competitive advantage, customer success, and long-term revenue growth. You'll define and refine the global technology partnership roadmap, identify high-value alliances, embed partners into the core go-to-market motion, scale and mentor a high-performing team, lead high-stakes commercial negotiations, drive joint product solutions, own partner-sourced revenue and KPIs, and serve as a spokesperson and thought leader at industry events.

Responsibilities

• Define, build, and continuously refine the global technology partnership roadmap to align with corporate growth objectives
• Identify and prioritize high-value alliances with cloud providers, GSIs, and independent software vendors
• Embed partners into the core GTM motion through co-selling, co-building, and co-delivering with Product, Engineering, Sales, and Customer Experience
• Scale and mentor a high-performing team of partnership professionals
• Lead high-stakes negotiations for complex, multi-year partnership agreements
• Drive the development of joint solutions that ensure interoperability
• Own partner-sourced and partner-influenced revenue, pipeline contribution, and attach rates
• Establish rigorous KPIs and partnership health metrics for executive leadership and the Board
• Serve as a primary spokesperson and thought leader at industry events
• Advocate for partner needs internally to ensure engineering roadmaps and sales incentives support a partner-first philosophy

Requirements

• Minimum of 15 years in business development or technology partnerships, including at least 3–5 years in a high-level leadership role (VP or equivalent)
• Deep knowledge of the cybersecurity, Identity and Access Management (IAM), or SaaS landscape
• Proven track record of building or transforming a global partner ecosystem that drives material revenue impact
• Mastery in structuring complex revenue-sharing, co-selling, and licensing agreements
• Exceptional ability to influence C-suite stakeholders at global tech giants and internal executive peers
• Experience managing complex organizational structures and using data-driven insights to steer partnership investments
• Strong understanding of cloud architectures, API economies, and software integration patterns
• Track record of recruiting, retaining, and developing diverse, high-performing global teams
• Bachelor's or Master's degree in Business, Computer Science, or a related field
• Direct experience with major cloud platforms (AWS, Azure, GCP) and global system integrators
• Proven track record of driving significant indirect revenue through partner-led motions
• Familiarity with PRM tools and Salesforce-driven partner ecosystems

Benefits

• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)