VP, Partner & Alliances Ecosystem

Job Title: VP, Global Partners & Alliances Ecosystem

Reports to: Chief Marketing Officer

At Quickbase, we’re on a mission to radically improve how complex industries – like construction, manufacturing, telco, and energy – operate, enabling millions of people to make a bigger impact at work. Building on our 20 years of success and enhancing our platform with AI, we will replace the need for thousands of vertical software solutions with a faster, more flexible, and far more affordable way to work. We can’t do that alone. To win, we’ll need to create an ecosystem of software and service partners – and assemble a marketplace of industry solutions. In this role, you will lead that effort from the front, including crafting an ecosystem strategy, building a world-class team, weaving partners into our go-to-market, and managing indirect revenue contribution in all its forms. This is not your average channel role. Rather, this is a chance to build a modern ecosystem that delivers industry solutions that may not otherwise exist – and generates growth for Quickbase across the buyer journey. To be successful, you’ll need to collaborate fiercely at all levels of the company, including with key executives and the board. You’ll also need to think about growth broadly as cocktail of marketing, sales, and product strategies. When successful, we believe our ecosystem will differentiate us in the market, deliver radically more customer value, help us enter new markets, and contribute a large portion of our new revenue.

Job Duties and Responsibilities

 

Develop and execute an ecosystem strategy: You’ll lead the creation of a successful strategy to deliver solutions and drive growth in target industries by developing an ecosystem of tech alliances and service partners, including GSIs, regional SIs, and MSPs. We have hundreds of partners right now across industries, and your job will be to mobilize those and add more to help us win markets. The charter of this role is NOT purely sales. You’ll work with product, marketing, sales, and the executive team to make our ecosystem a differentiator throughout the buying and customer process.

Build and run a high performing team: You’ll build and lead a team of talented partner sales & marketing people to drive growth, starting with a strong team of five with room to grow. Those responsibilities include establishing pipeline and bookings contribution targets – and forecasting performance monthly, quarterly, and annually.

Establish strategic alliances: You’ll work as a player/coach to forge successful two-way partnerships with strategic industry software companies and cloud providers, including establishing joint value propositions, prioritizing solutions to market and sell, set performance goals, building co-marketing plans, and creating co-selling motions.

Enhance our service partner program: You’ll take our established partner program and the hundreds of partners on it, and tailor it for our current vertical-focused strategy. Defining the right mix of SIs, resellers, and MSPs, you’ll establish a programmatic way to co-develop, market, and sell solutions through direct and indirect motions. You’ll make it easy to engage with partners by clarifying what they can expect from us, what we expect from them, and how they’ll be compensated.

Direct the partner go-to-market: You’ll collaborate with leaders in sales, customer success, pro services and marketing to build a systematic way to engage partners throughout the buyer’s journey – from discovering a solution to implementing and maintaining one. This includes integration into the direct sales motion, development of marketing programs, and co-selling with partners.

 

Basic Qualifications

·      10+ years of experience with software partnerships

·      5+ years proven success building partner models involving both tech alliances (ISVs, AWS, GCP, etc) and service partners (SIs, resellers, MSPs)

·      Track record of setting and exceeding pipeline and bookings targets

·      Reputation for driving collaboration across multiple teams to create pipeline, close bookings, and deliver value for customers

·      Ability to make strategy simple and actionable

·      Experience in vertical go-to-market preferred

 

Benefits 

 

·      A culture of inclusivity - appreciating you as an individual and member of our diverse community

·      Employee Resource Groups fostered around career enablement programs

·      Hybrid and remote work model with our headquarters in Boston, MA, with the option for in-person team summits 

·      Generous 401(k) match and emphasis on wellness benefit package

·      Opportunities to participate in charitable events and give back to the community

·      Paid parental leave, commuter benefits

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Last updated on Aug 15, 2024