Partner Alliances Vice President, Kantata

• 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

Desirable

• 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
• 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
• 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