VP of Partnerships & Alliances

Responsibilities:

• Set the global partnerships strategy, translating company and Revenue priorities into a 2–4 year roadmap and annual plan.
• Build and lead the Partnerships organization, establishing the operating model, talent strategy, and accountability needed to scale.
• Direct the partnerships budget and investment priorities, driving measurable contribution to partner-sourced pipeline, partner-influenced revenue, and growth.
• Design the global partner program architecture across Services and SI, Resell and VAR, Cloud, and Technology partners.
• Align priority partners to LaunchDarkly’s go-to-market strategy through account mapping, co-selling, co-marketing, and expansion.
• Establish operating rhythms and executive reporting for partner-sourced and partner-influenced pipeline, revenue, forecasting, and performance.
• Lead the strategy and rollout of a scalable PRM ecosystem integrated with Salesforce, including deal registration, attribution, partner workflows, and data integrity.
• Develop repeatable GSI and SI service offerings with Professional Services, Customer Success, and Product across implementation, modernization, AI, and DevOps transformation.
• Expand referral, co-delivery, subcontracting, and marketplace motions once the underlying economics, delivery models, and customer value are proven.
• Build the partner activation and enablement engine across onboarding, certifications, playbooks, demos, and seller workflows.
• Integrate partnerships into account planning, forecast reviews, QBRs, strategic deals, and the Revenue operating cadence.
• Shape joint solutions, integrations, and priority use cases with Product and Solutions Architecture across DevOps, AI, observability, and experimentation.
• Represent Partnerships in Revenue and company-wide planning, operating reviews, and strategic initiatives.

Qualifications:

• Typically requires 15+ years of experience in B2B SaaS partnerships, alliances, channel, or related revenue roles, including at least 7 years leading partnerships leaders, managers, or directors and significant experience with Services, SI, or GSI partners.
• Proven success leading global partner strategies, building or relaunching partner programs across distinct partner motions, and owning partner-sourced and partner-influenced pipeline and revenue.
• Experience leading and scaling a Partnerships organization with multiple partner segments, programs, and cross-functional dependencies.
• Hands-on experience with PRM, Salesforce, deal registration, partner data, attribution, and revenue reporting.
• Experience creating GSI and SI services and scaling co-delivery, referral, subcontracting, or marketplace motions.
• Experience building co-sell programs with cloud, hyperscaler, technology, or data platform partners.
• Strong cross-functional leadership, executive presence, and commercial judgment across Sales, Product, Professional Services, Finance, Marketing, Legal, and Revenue Operations.
• Experience in DevOps, developer tools, observability, AI and ML, or related technology ecosystems.
• A strategic, data-informed approach to prioritization, budget allocation, and operating cadence, with the ability to build structure in a fast-changing environment.
• Experience supporting corporate development initiatives involving strategic partners and influencing company-level decisions.