Vice President, Partner Development (Remote)

Company Description

We collaborate with our customers like few others in our industry. That’s how we help global businesses achieve extraordinary outcomes in driving predictable, profitable outcomes and growth, by combining the best technology, processes, and – most importantly – people.

It doesn’t stop with unlocking opportunities for customers: We’re committed to creating growth, opportunity, diversity, and inclusion for our employees, too.

Our team is growing. You will, too.

Job Description

As VP, Partner Development, you will take ownership of and be responsible for building and growing our sales pipeline worldwide through a select number of global partners and system integrators. This is a pivotal role with the opportunity to make a profound business impact. Your main responsibilities will be to build and strengthen the partnership between Vendavo and key global partners and system integrators. This role is closely aligned with company goals and executive objectives. Success will be closely tied to pipeline growth and bookings through assigned alliances.

As VP, Partner Development, you will recruit and activate a handful of global partners and will be responsible for helping to build sales and delivery capability on the Vendavo platforms within those consultancies and agencies. This will include sales and business development planning, partnership proposal development, coordination of marketing, partner enablement, executive and field engagement, account mapping and delivery of customized sessions to help the partners to build effective sales teams.

As VP, Partner Development, you will be the interface between the two organizations working with the wider team across all regions (North America, EMEA and potentially other geographies).

What You’ll Do

• Build new partnerships as a driver of revenue and growth for Vendavo - your role will be to lead all partnership development activities - from the exploratory phase to the launch and the expansion of Vendavo through demand partners in the region.
• Our partners serve as a great source of customers and invaluable industry insights that helps Vendavo achieve significant growth. You will represent Vendavo, lead and execute the partnership strategy and track partner performance.
• Set cadenced pipeline reviews with partners & own the sourcing of new bookings via partnerships
• Own all the regional partnership development targets and goals and will be responsible for identifying, engaging and negotiating commercial partnerships.
• Lead partner enablement efforts. Ensure that partners have what is needed from a training, sales and technology perspective to bring in Vendavo bookings. Vendavo is a rapidly growing business with lots of evolving parts that will often require you to get things done for the partner at various operational levels. No task is too big or small.
• Coordinate services/delivery responsibilities with Vendavo’s Chief Services Officer. We will need to balance the ability to bring significant bookings to our partners (e.g., handling significant work for the end customer) while ensuring we deliver exceptional service and time to value to our customers
• Managing internal stakeholders with updates, progression and development of partner plans and relationships, educating and garnering support from across the whole organization
• Once a new partner is onboarded by the Partnerships team, the nature of engagement shifts from ‘marketing to the partner’ to ‘marketing through the partner’ - you will understand the partner strategy and objective deeply. Your role will include working with the Marketing to grow the partner’s business with Vendavo and ensure the partner’s long-term success with Vendavo.
• A series of tools, content and budget will be available to you within the partnership framework with which you can develop new partnerships, you will improve and maximize the use of these tools in partner development.
  

Qualifications

• At least ten years’ experience of successful business development, relationship management and strategic alliances
• Specific and referenceable experience building global relationships with large consulting firms, digital agencies or system integrators such as Accenture, Avanade, Deloitte, SAP, SugarCRM, etc.
• Pricing, Commercial Excellence and Sales Optimization domain expertise and market knowledge a plus.
• Well-honed stakeholder management and relationship building skills and a standout track record of key account management and enterprise business development
• Superior commercial acumen, negotiation and communication skills to engage internal and external senior executives
• Understanding of how any partnership deals affect Vendavo’s P&L, as well as our ability to deliver an outstanding customer experience
• Understanding of end customers’ needs from a commercial perspective. Ideal candidate has a proven track record facilitating sales into larger enterprises, especially those in manufacturing and distribution
• The ability to build compelling presentations, analyze reports and make a strong argument for your ideas
• Self-discipline in managing your partner development pipeline, writing and updating strategy documents
• Operational excellence in planning, project management, prioritizing and multitasking
• A deep understanding of the pricing space will be highly advantageous
• You value collaboration as much as we do, are humble enough to listen, yet confident enough to ask questions and participate in the debate of ideas.
• Enjoy a minimum viable process and you look for ways to improve, save time and do things smarter.
• The ability to thrive in a fast-paced, changeable environment, enjoy taking on new experiences and overcoming complex challenges in first-time conditions.
  

Additional Information

• Competitive base salary + bonus
• Comprehensive health benefits including medical and dental
• Unlimited paid time off
• Flexible working hours
  

All your information will be kept confidential according to EEO guidelines.