VP – Global Partner Sales & Alliances
Zycus
We are seeking a seasoned VP of Global Partner Sales & Alliances to build, scale, and monetize a global ecosystem of System Integrators (SIs), Consulting Firms, and Strategic Alliances.This leader will own the partner GTM strategy, drive partner-sourced and partner-influenced revenue, and establish our company as a preferred enterprise platform within the SI ecosystem.This is a builder + operator role, requiring deep experience working with Tier-1 and Tier-2 SIs, enterprise SaaS sales motions, and executive-level partner relationships.
Key Responsibilities1. Channel & Alliance Strategy Define and execute the global channel and SI alliance strategy aligned to enterprise revenue goals Identify priority partners (Global SIs, Regional SIs, Boutique Consulting Firms) by industry and geography Design partner segmentation, coverage models, and engagement frameworks2. SI Partner Acquisition & Enablement Recruit, onboard, and scale strategic SI partnerships (Global, Regional, and Niche) Build partner enablement programs including training, certifications, sales plays, and solution accelerators Ensure partners are deal-ready, value-driven, and product-competent3. Revenue Ownership & Co-Selling Own partner-sourced and partner-influenced pipeline and revenue targets Drive structured co-sell motions with direct sales teams and SI partners Influence large, complex enterprise deals through SI sponsorship and joint value propositions4. Executive Relationship Management Build and maintain CXO and Partner Practice Leader relationships at SIs Act as the executive sponsor for strategic alliances Represent the company in joint executive briefings, QBRs, and industry events5. GTM Programs & Joint Offerings Create joint solutions, industry offerings, and transformation programs with SIs Align marketing, demand generation, and account-based initiatives with partners Work closely with Product, Marketing, and Services teams to drive ecosystem success6. Governance, Metrics & Scale Define partner success metrics (pipeline, revenue, certifications, deal velocity) Establish governance models, partner scorecards, and operating cadence Scale the alliances organization, including hiring and developing regional alliance leaders
Key Responsibilities1. Channel & Alliance Strategy Define and execute the global channel and SI alliance strategy aligned to enterprise revenue goals Identify priority partners (Global SIs, Regional SIs, Boutique Consulting Firms) by industry and geography Design partner segmentation, coverage models, and engagement frameworks2. SI Partner Acquisition & Enablement Recruit, onboard, and scale strategic SI partnerships (Global, Regional, and Niche) Build partner enablement programs including training, certifications, sales plays, and solution accelerators Ensure partners are deal-ready, value-driven, and product-competent3. Revenue Ownership & Co-Selling Own partner-sourced and partner-influenced pipeline and revenue targets Drive structured co-sell motions with direct sales teams and SI partners Influence large, complex enterprise deals through SI sponsorship and joint value propositions4. Executive Relationship Management Build and maintain CXO and Partner Practice Leader relationships at SIs Act as the executive sponsor for strategic alliances Represent the company in joint executive briefings, QBRs, and industry events5. GTM Programs & Joint Offerings Create joint solutions, industry offerings, and transformation programs with SIs Align marketing, demand generation, and account-based initiatives with partners Work closely with Product, Marketing, and Services teams to drive ecosystem success6. Governance, Metrics & Scale Define partner success metrics (pipeline, revenue, certifications, deal velocity) Establish governance models, partner scorecards, and operating cadence Scale the alliances organization, including hiring and developing regional alliance leaders
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