The Challenge
Due to rapid growth and increased demand for our platform, OneTrust is seeking a Senior Vice President – Global Partner Ecosystem. In this role, you will drive rapid acceleration of the global partner ecosystem including technology partners, global system integrators, and solution providers.
This role will own building the partner strategy & operating model in alignment with OneTrust's GTM strategy. This will include leading our partner programs, geo aligned partner sales, technology partnerships & global alliance teams. Key experience building partner services capability as well effective collaboration with our sales & customer experience team will be required.
You will positively drive cross group collaboration among OneTrust stakeholders to build a multi-faceted partner ecosystem and expand the leverage of that ecosystem for OT's global go to market strategy.
Your Mission
In this role, you will be responsible for building and maintaining a strong global partner ecosystem (including Strategic Alliances, Technology Partnerships, System Integrators and Value Added Resellers), ensuring effective sales of OneTrust products & solutions, and ensuring partner services capability to support effective customer deployment. You will drive alignment between Business Leadership and the Executive Team to guide partner related decisions to ensure GTM & partner objectives are achieved.
In this role you will also:
- Develop and implement a comprehensive partner strategy aligned with business goals, customer segment needs and geographic coverage requirements
- Collaborate with global & regional sales teams to ensure consistent partner collaboration, pipeline growth and deal execution
- Build strong relationships with key executives and stakeholders within partner organizations
- Assess, lead, and manage a high-performing global partner team
- Evolve, build and manage partner programs
- Listen, collect and apply feedback from partners to shape the program
- Investigate partner & channel strategy best practices with industry peers
- Build partner knowledge & capability to sell, deploy and support OneTrust customers
- Ensure standards for partner delivery excellence & customer satisfaction
- Develop and implement a comprehensive communication strategy (External & Internal)
- Drive effective partner portfolio selection & management
- Set performance metrics and KPIs for partner business to measure their effectiveness
- Provide thought leadership, strategic insight, and clear communication to Partner team members, cross-functional OneTrust stakeholders and senior OneTrust leadership
- Collaborate with OneTrust Compliance leadership to drive a compliant partner program
You Are
You have leadership and management experience in high growth SaaS sales organizations as well as a consistent track record of leading teams to build GTM & partner program strategies. You have superior analytical and problem-solving skills with demonstrated intellectual and analytical rigor and you're able to quickly assess an opportunity's potential by leveraging fact-based analysis and industry experience. You must also be open to 20%~ travel.
Your experience includes:
- 15+ years of experience of alliances/channel/sales experience
- Global SaaS GTM experience
- Strong background in strategic planning and operational execution
- Building world class partner strategy + business plans + regular business review cadence
- Securing Field Sales alignment to partner operating model
- Demonstrated success executing against market-driven strategies
- Experienced in change management, business and organizational transformation
- Action-oriented with a fact-based, thoughtful, and decisive style.
- Exceptional communication skills, both verbal and written.
- Desire to work + successful track record in a fast paced and highly dynamic environment
- Bachelor's degree required; an MBA is a plus
#J-18808-Ljbffr