Vice President of Partners and Alliances, Kantata

• Bachelor’s degree in business, marketing, or related field
• 15+ years of experience in alliances, business development, or ecosystem leadership
• Demonstrated success building and scaling multi‑tier partner ecosystems
• Proven ability to lead and develop VP‑ and Director‑level leaders
• Exceptional negotiation, executive communication, and relationship‑building skills
• Deep understanding of the professional services technology landscape and competitive environment
• Strong operational leadership with the ability to build repeatable, scalable partner motions

Desirable

• The Vice President of Partners & Alliances will lead Kantata’s global ecosystem strategy across ISVs, Resellers, System Integrators, and Advisors
• This executive will oversee a team responsible for building high‑impact partnerships that accelerate revenue, expand market reach, and strengthen Kantata’s position in the professional services technology landscape
• Success requires deep strategic acumen, exceptional executive relationship management, and the ability to operationalize a scalable, high‑performing partner organization
• The VP will be accountable for maturing existing alliances — particularly with ServiceNow & Salesforce — while developing new, high‑value partnerships that drive referral volume, influence bookings, and long‑term growth aligned to company priorities
• Define and execute the multi‑year partner strategy across ISVs, SIs, Resellers,and Advisors
• Define Ideal Partner Profile for future partnerships
• Lead and mentor a team of individual contributors responsible for partner acquisition, growth, and performance
• Evaluate and prioritize partners based on strategic fit, market opportunity, and alignment with Kantata’s long‑term objectives
• Build and scale joint go‑to‑market motions with top partners to drive referral volume, sourced pipeline, and co‑selling opportunities
• Oversee the partner sales cycle from identification through close, ensuring teams exceed revenue and pipeline targets
• Partner closely with Sales leadership to integrate into core selling motions
• Develop executive‑level engagement strategies that deepen trust, alignment, and shared business outcomes
• Ensure partner teams are fully enabled through coordinated efforts with Revenue Enablement, Product Marketing, and Sales
• Establish governance models, QBRs, and operating rhythms that drive accountability and performance
• Collaborate with Sales, Marketing, Product, Finance, and Partner Operations to ensure seamless execution of alliance strategies
• Bring partner insights into strategic planning, product roadmaps, and market expansion initiatives
• Champion the partner perspective across the executive team
• Monitor industry trends, competitive dynamics, and emerging technologies to identify new partnership opportunities
• Identify and recruit new partners that fit the Ideal Partner Profile
• Define KPIs for partner performance, pipeline contribution, and revenue impact
• Conduct regular performance reviews with partner leaders and external partners to optimize strategy and execution
• Drive operational excellence across the partner organization through scalable processes, systems, and reporting
• Represent Kantata at industry events, partner summits, and executive forums
• Strengthen Kantata’s visibility and credibility within the partner community
• Goals & Measures of Success
• Materially increase partner‑sourced pipeline in FY26
• Achieve 20%+ partner‑sourced bookings contribution in FY27
• Establish a predictable, scalable operating model across ISV, VC/PE, and ISP partner motions
• Strengthen executive‑level relationships that translate into measurable revenue impact