VP Global Alliances

Vice President, Global Alliances & PartnersU.S. RemoteWHO WE ARE Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions-delivered on Salesforce's leading cloud platform-provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com. THE ROLE As the Global VP of Alliances & Partners, you'll report directly to the Chief Revenue Officer. An experienced and dynamic leader, the Global VP of Alliances & Partners will create, develop, and manage Certinia's global partner and alliances strategy to drive growth in the global markets. Responsible for partner go-to-market strategy, partner development and revenue growth with a primary focus in North America and emerging geos. Services, Solution Providers, Resellers, VAR's and SI's are the primary Partner types but experience in complementary Technologies and Cloud partners will be helpful. WHAT YOU WILL DO IN THIS ROLE Strategic Leadership & Partner Ecosystem Development Own and refine the global alliances/channel strategy, ensuring alignment with overall business goals and expanding the company's presence across all market segments and regions. Identify, establish, and grow strategic relationships with key partners, including C-level executives and technical teams, by casting the vision of the partnership. Develop the strategic framework for partner segmentation, onboarding, enablement, and Go-To-Market (GTM) execution. Work cross-functionally with product management and technology offices in developing technology partnerships and aligning the channel program with the technology ecosystem. Represent partnerships as part of the senior leadership team. Revenue Ownership & Go-To-Market (GTM) Execution Drive measurable revenue growth through joint GTM initiatives and partner-led expansion, achieving and exceeding assigned revenue targets. Drive sales via partners as the primary route to market in emerging markets. Develop co-selling and co-marketing strategies that drive partner-sourced and partner-influenced pipeline. Collaboratively drive the identification, structuring, negotiating, closing, and nurturing of all strategic relationships. Manage the deal forecast across the region and ensure accurate forecasting, reporting, and pipeline management. Build scalable partnership models to track contribution to sales pipeline and closed revenue. Conduct Quarterly Business Reviews (QBRs), measuring partner performance against pre-established business metrics. Cross-Functional Alignment & Enablement Collaborate closely and cross-functionally with all internal stakeholders, including Sales, Marketing, Product, Customer Success, and RevOps. Coordinate and align GTM strategy with various stakeholders, particularly the direct sales organization. Evangelize partnerships, including joint value propositions, with sales teams to ensure awareness, collaboration, and minimize sales conflicts. Work with Marketing to prepare and maintain sales/marketing collateral for partners and to design programs for new partner acquisition. Work with Enterprise Deployment Services and Sales Enablement to launch a sales and technical certification program for partners. Serve as the internal voice of the partner to shape product direction, marketing campaigns, and sales enablement. With a data-driven approach, continually analyze partner needs to build an enablement program committed to delivering necessary resources and tools. Work with RevOps to optimize systems and tools to support partner sales. Team Building & Operational Excellence Build, lead, and scale a world-class alliances/partner team with a proven track record of leading teams. Effectively manage and lead a global team, including setting KPIs, managing performance, and developing team members. Lead in a team selling environment by providing coaching and guidance to direct reports and sales teams. Establish and manage KPIs, dashboards, and operational processes to track success and optimize performance. Create a channel vision for the team and manage the team toward strategic goals aligned with Certinia's direction, recruiting, onboarding, and developing committed, loyal, and scalable partners. WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLEExecutive & Leadership Experience: Minimum of 10+ years' experience in business development, alliance management, or a related field. An experienced, highly motivated leader with a proven track record of success in the global technology and services industry. Demonstrated progressive global channel leadership experience, specifically within an enterprise, SaaS software company. Proven track record of successfully leading, managing, and inspiring a high-performance, high-growth global team, including setting vision, defining KPIs, managing performance, and development of team members. Partner Strategy & Program Development: Proven success building and scaling partner programs that drive significant revenue and market expansion. Strong experience in developing and delivering successful go-to-market (GTM) strategies and driving revenue growth through global channel and alliance partnerships. Experience with in-region partner programs that incent growth and investment in the vendor relationship. Knowledge of global markets and channels. Partner Relationships & Ecosystems: Strong experience in building and managing partner relationships and achieving executive-level rapport. Proven track record in working with Solution Partners, Resellers, VAR's, SI's, Technology Partners, or Cloud Partners, particularly within the Salesforce Ecosystem. Ability to gain the trust of C-level executives and technical teams from Partner organizations by casting the vision of the partnership and building joint business opportunities. Analytical & Business Acumen: Data-driven leader who defines and executes within a metrics-driven environment (Analytical and strategic mindset). Creative problem solver with a knack for developing and executing strategic business plans. Excellent strategic planning and communication skills. WHAT ELSE WOULD BE GREAT High-energy and action-oriented; a history of getting things done in complex environments. Commitment to excellence, high integrity, high energy, team player. Self-starter mentality, yet a team player with a collaborative approach and natural leadership style. Strategic thinker, innovative and forward-thinking. Strong verbal and written communicator and have the ability to work cross-functionally in partnerships both inside and outside of the company Strong negotiator with excellent analytical skills Salary Range: $202,500 - $253,100 Certinia annually assesses our compensation and benefits strategies to ensure a best-in-class total rewards package. New hire base pay is dependent on job-related, non-discriminatory factors such as experience, tenure, growth potential, team parity, geo, etc. Base pay is one part of the Total Rewards that Certinia provides to compensate and recognizes employees for their work. Certinia provides other elements including best-in-class benefits, variable pay offerings, remote work opportunities, flexible time off, parental leave, 401(k), HSA and FSA plans, and more. Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.