• You will take full ownership of the commercial cycle, focusing on our highest-value accounts and strategic portfolio expansion. • Proactive Growth: Acquire new Tier-1 clients. • Strategic Scaling: Your mission is to increase turnover and margin through Upsell and Cross-sell strategies. • Elite Qualification: Prioritize the best business needs, ensuring the recruitment team's effort is invested where the ROI is highest. • Contractual Mastery: Take point on negotiating and managing Master Service Agreements (MSAs). • Business Interface: Collaborate with Business Managers to ensure candidate pipelines align perfectly with client financial expectations and technical requirements. • Data-Driven Execution: Use our tools to monitor conversion rates and optimize your sales funnel.

• Apply: Fill the form in the next step • The Match: When a project perfectly aligned with your skills kicks off, we contact you and skip the 'getting to know you' phase—moving straight to the next recruitment stage

Role Description The VP, Strategic Partnerships is responsible for building and scaling a high-performing global partner ecosystem that drives significant incremental revenue. You will own the global partnerships strategy, execution, and team, covering Cloud hyper-scalers, GSIs/SIs, consulting partners, resellers, and key technology alliances, and work closely with Sales, Marketing, Product, and Finance to deliver profitable growth. Key Responsibilities & Expected Outcomes - Strategy & Growth Responsibilities - Define and execute a global strategic partnerships strategy by segment and geography (GSIs, regional SIs, resellers, technology alliances). - Develop and refine partner programs, economic models, and go-to-market motions that are attractive and profitable for partners and the company. - Build joint business plans with top partners, including clear value propositions, targets, GTM initiatives, and metrics. Expected Outcomes (12–24 months) - Material, measurable growth in partner-sourced and partner-influenced ARR. - A prioritized portfolio of strategic partners with documented joint business plans and quarterly reviews. - Clear, repeatable GTM plays with partners that are understood and adopted by the field. - Sales Execution and Collaboration Responsibilities - Drive deal-level collaboration between direct sales and partners for new and existing enterprise customers. - Establish and maintain account and territory mappings between direct and partner teams. - Personally engage in key “must-win” opportunities, guiding co-sell strategy and executive engagement. - Ensure accurate partner pipeline, forecasting, and performance reporting. Expected Outcomes - Increased win rates and deal size in enterprise opportunities where partners are involved. - Predictable partner pipeline and forecast, with partner contribution visible in core sales systems. - Strong adoption of partner collaboration in the field (measured by co-sell deals, joint account plans, etc.). - Partner Management & Enablement Responsibilities - Own the lifecycle of strategic partners: identification, recruitment, onboarding, enablement, performance management, and, when required, exit. - Oversee partner enablement programs (sales, technical, delivery) to ensure capability and quality. - Drive partner engagement in launches, marketing campaigns, and field events. - Set and enforce standards for delivery excellence and customer satisfaction in partner-led engagements. Expected Outcomes - Ramp-up new partners to a productive revenue generation state within agreed timelines. - High NPS / CSAT for customers served by partners; low escalation rates related to partner delivery. - Regular participation of key partners in launches, campaigns, and events that lead to measurable pipeline. - Programs, Operations & Governance Responsibilities - Establish partner governance models with internal and partner executives (QBRs, steering committees). - Build scalable partner operations: processes for lead sharing, opportunity registration, pricing/quoting, approvals, and compliance. - Collaborate with Marketing, Finance, and Operations to ensure partner incentives, MDF, and comp plans are aligned with company objectives. - Track and report weekly and quarterly on partner pipeline, sales forecasts, and KPIs. Expected Outcomes - Clear, consistent programs and rules of engagement that reduce friction between direct and partner sales. - Operational maturity: clean data, reliable reporting, and effective forecasting for partner business. - Governance cadence that drives accountability and continuous improvement with top partners. - Leadership & Team Development Responsibilities - Lead the North America partnerships team and provide dotted-line leadership for international teams. - Hire, develop, and retain high-performing partnerships and alliances leaders globally. - Set clear goals, coach for performance, and create a culture of accountability, collaboration, and execution. Expected Outcomes - A cohesive global partnerships organization with clear roles, charters, and success metrics. - Consistent performance against quarterly and annual partner targets across regions. - Strong engagement scores and low regrettable attrition within the partnerships organization. Qualifications - 10+ years in enterprise software / SaaS, with significant leadership experience owning global partnerships, and 5+ years of direct sales leadership experience required. - Proven track record of building and scaling partner ecosystems that generate substantial partner-sourced and partner-influenced revenue. - Demonstrated success driving large, complex enterprise deals through partners, combining products and services. - Experience working with Cloud hyper-scalers, Global Systems Integrators, regional SIs, and strategic technology partners in co-sell and/or co-delivery models. - Strong background in business planning and execution: creating joint plans, setting targets, establishing milestones, and delivering results. Skills & Competencies - Strategic GTM & Partnership Design: Able to design partnership strategies by segment and geography and translate strategy into operational plans. - Deep understanding of partner business models, economics, and success levers. - Sales & Commercial Acumen: Strong enterprise sales orientation; comfortable engaging in deal strategy, pricing, and negotiation. - Skilled in pipeline management, forecasting, and holding teams and partners accountable to numbers. - Execution & Operational Rigor: Builds scalable processes for partner recruitment, enablement, co-selling, and performance management. - Data-driven; diligent in measuring and communicating progress, identifying roadblocks, and driving resolution. - Leadership & Influence: Proven ability to lead through influence across functions and geographies. - Effective at building consensus, resolving conflict, and aligning internal and partner stakeholders around shared goals. - Communication & Executive Presence: Clear, concise communicator with strong executive presence. - Able to represent the company credibly with C-level executives at partners and customers. - Leadership & Personal Attributes: Collaborative, self-directed leader who thrives in a fast-changing, evolving environment. - Confident, low-ego, and highly professional, with strong interpersonal skills. - Demonstrates ownership mindset, urgency, and a bias toward action and results. - Willingness to travel up to 50% globally. Why Strategy Join an ambitious, growth-focused organization where strategic partnerships is considered a critical success factor for growth. You’ll have the opportunity to shape the team, define the partnership playbook, and make a direct, visible impact on our business trajectory. Additional Information Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis. Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected] . Visit Strategy’s Careers page for additional information.

Role Description The Varicent Associate TAM works alongside Technical Account Managers within the Customer Success organization with a portfolio of clients who have subscribed to the VIP Program. The Associate TAM will act as a Varicent adviser to client resources with the aim to maximize the VIP client’s return on their Varicent investment. This will require building strong relationships with all stakeholders and supporting business goals by solving go-to-market challenges with innovative solutions. This will include: - Answering product, process, and solution-specific questions. - Proactively monitoring existing solutions for optimal performance. - Adapting and evolving existing solutions with new implementations and adoption of new features and functionality. - Working in tandem with the primary TAM to own the customer’s technical success. - Supporting all system and solution-focused conversations. Qualifications - At least 5 years of experience in IT Consulting, Enterprise Software Implementation. - Prior experience with Query Based Languages and Relational Databases. - Technical data skills including strong experience with SQL data manipulation and Microsoft Excel. - Preferred: Understanding of Sales Performance Management domain. - Strongly Preferred: Hands-on experience with Varicent software products (Administering, implementing, and/or supporting). - Basic knowledge of system configurations, data models, and data integration best practice concepts. Requirements - Advanced SQL is mandatory. - Support the primary TAM in monitoring the health and performance of Varicent solutions across a portfolio of VIP customers. - Assist in coaching users on foundational Varicent functionality, configuration concepts, and best-practice methodologies. - Participate in reviewing new features, fixes, and release notes to help assess potential impact on the customer’s environment. - Contribute to configuring Varicent solutions based on documented customer requirements, under guidance from the senior TAM. - Prepare and share monthly performance, utilization, and support-related metric summaries. - Analyze solution usage and data patterns to help identify potential issues or areas for optimization. - Assist in implementing proactive maintenance actions and solution improvements. - Collaborate with TAMs and Internal teams to troubleshoot errors, investigate defects, and support solution optimization efforts. - Identify opportunities for customer value realization and surface to the primary TAM for strategic review. - Contribute to customer conversations that frame Varicent products as targeted solutions to process challenges, enabling thoughtful upsell, cross-sell, and expansion motions. - Partner with the TAM team to support sustainable customer engagement, project outcomes, and product adoption. - Contribute to planning and estimating tasks within the Technical Success journey, ensuring alignment within available customer VIP entitlement. - Work with internal stakeholders to understand change management processes and assist in recommending improvements where appropriate. - Collaborate with TAMs to maintain a reusable object repository. Performance Based Success Criteria - 1-3 Months: - Familiarize oneself with company culture, policies, escalation paths, and internal systems. - Complete training and onboarding. - Learn the various systems used in daily operations. - Participate in team meetings and events. - 4-6 Months: - Begin managing defined customer work triaged by your Technical Account Manager cohorts. - Adhere to VIP program deliverables including task tracking against active initiatives. - Begin to prioritize tasks, escalate blockers, communicate effectively, and demonstrate problem resolution, personal growth, and adaptability. - Support data validation, report creation, performance troubleshooting, and config changes as needed. - 7 Months & beyond: - Manage a full client portfolio. - Operate as a trusted technical partner, supporting the TAM at a strategic level. - Independently deliver core TAM activities including configuration work, troubleshooting & support, and documentation of changes and existing build. - Generate usage, performance, and status reporting (flagging important data points). - Participate in journey/plan execution. - After 12 months, perform all duties of a TAM, including conducting a complete Annual Health Check. - Articulate findings, risks, and recommendations. - Support value tracking & outcomes. - Support cross-selling initiatives by documenting use cases and your portfolio’s technical needs. Company Description Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com. Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our Job Applicant Privacy Notice and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact.