VP, Partner Alliances
Description
The Company
The Kantata Cloud for Professional Services™ gives businesses the clarity, control, and confidence they need to optimize resource planning and elevate operational performance. Our purpose-built software is helping over 2,500 professional services organizations in more than 100 countries focus on and optimize their most important asset: their people. By leveraging Kantata, professionals gain access to the information and tools they need to win more business, ensure the right people are always available at the right time, and delight clients with exceptional project delivery and outcomes.
Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!
The Opportunity
The Vice President of Partner Alliances will be responsible for developing and managing strategic partnerships that drive revenue growth, expand market reach, and enhance customer value. This role requires a strong understanding of the company’s business objectives and industry landscape, along with exceptional relationship-building skills. The focus will be on nurturing existing partnerships, specifically with Salesforce and a select number of Private Equity firms as well as creating new, high-impact alliances to generate new sales referrals & bookings and achieve key business goals, aligning closely with the company’s strategic priorities.
Goals & Measures of Success
Partner-sourced pipeline is currently significantly lower than expected levels and the ambition is to grow this materially in FY26 with and have it exceed 20% of pipeline in FY27.
Primary Responsibilities
- Strategic Partnership Development: Identify, establish, and cultivate strategic partnerships that align with Kantata’s business objectives. Lead negotiations and manage contractual agreements to form mutually beneficial partnerships. Analyze potential partners for strategic fit within the industry.
- Revenue Growth & Sales Leadership: Collaborate with partners to create joint go-to-market strategies, build sales pipelines, and drive revenue opportunities. Manage the end-to-end sales cycle, from lead generation to deal closure, with a focus on exceeding sales targets.
- Partner Engagement & Enablement: Develop and implement engagement strategies to foster strong relationships with partners, ensuring alignment on goals and maximizing mutual growth. Partner with the Revenue Enablement team to provide partners with training, resources, and ongoing support to enhance their ability to effectively promote and sell the company’s solutions.
- Cross-Functional Collaboration: Work closely with internal teams, including Sales, Marketing, Product, and Partner Operations, to ensure seamless execution of partner strategies and resource alignment. Integrate partner insights into company initiatives through workshops and strategy sessions.
- Market Insights & Intelligence: Stay informed on industry trends, competitive landscape, and emerging opportunities to refine partnership strategies. Conduct market research to identify new partnership opportunities and areas for growth.
- Performance Metrics & Continuous Improvement: Establish, track, and analyze key performance indicators (KPIs) to measure partnership success. Conduct regular performance reviews with partners to assess progress, adjust strategies, and drive continuous improvement.
- Thought Leadership & Market Presence: Represent the company at industry events, partner meetings, and conferences to enhance visibility and thought leadership within the partner community.
What you bring to the role
- Bachelor's degree in business, marketing, or a related field
- 15+ years of experience in partner management, business development, or sales
- Proven track record of building and managing successful partner ecosystems
- Strong negotiation and relationship-building skills
- Excellent communication and presentation skills
- Deep understanding of the industry and competitive landscape
- Ability to lead and motivate a team of professionals
Additional Skills (Preferred)
- Experience in the Professional Services Industry and managing complex relationships with large global tech companies like Salesforce
- Experience managing and driving business into the portfolio companies of Private Equity firms
- Knowledge of CRM and partner management software
- Certifications in partner management or sales
Compensation
- Salary Range: $200,000 - $250,000 + 25% Variable
Our Philosophy
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
- An intentionally engaging and collaborative culture - ditch the silo!
- Strong work-life balance that’s a true focus of the company
- The chance to learn from some of the best people in the business
- A vibrant, collaborative, and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer.