SVP, Partners

Your key responsibilities:
Total Partner Strategy
Own and execute Vonage's global partner strategy across all business & product areas — the first unified partner leadership role across our core Solutions Areas
Define how each partner archetype — Hyperscalers ISVs, VARs, SIs, CSPs, Developer Platforms, and Alliance Partners — contributes to Vonage's revenue and market position
Establish a consistent partner operating model (programme structure, tiering, incentives, rules of engagement, MDF governance) that works across the SA’s and all geographies (AMER, EMEA, APAC)
Drive clarity on partner motion by archetype: sell-to, sell-through, and 360 strategic relationship management — ensuring each pillar has the right coverage model, owner accountability, and commercial framework
Revenue & Commercial Accountability
Own the global partner-influenced and partner-sourced revenue targets across all SA’s, setting ambitious but credible goals and holding the team accountable for delivery
Develop joint business plans with strategic partners (Hyperscalers, key SIs, Salesforce, ServiceNow) that align Vonage's product roadmap and GTM priorities with partner co-sell and co-build motions
Identify and pursue net-new revenue opportunities within the partner ecosystem — including new partner recruitment, whitespace expansion, and ecosystem-led pipeline generation
Partner closely with Sales, Product, Marketing, and RevOps to ensure partner-sourced pipeline is tracked, forecasted, and converted at the same rigour as direct business
Leadership & Organisational Development
Lead, coach, and develop a team of senior partner leaders — including direct reports across Strategic Partnerships, TSD Channel, and Alliance programmes — fostering a high-performance, globally connected team culture
Act as the executive sponsor for Vonage's most strategic partner relationships, engaging at C-suite and VP level with hyperscaler partner leaders, SI practice heads, and platform alliance executives
Build the team and talent pipeline required to scale the partner function in line with Vonage's growth ambitions, working closely with Talent Acquisition on hiring and succession
Cross-Functional & Executive Engagement
Serve as the primary partner voice at Vonage's executive level — reporting into BU leadership and representing the partner function at ELT discussions, board reviews, and investor conversations where relevant
Drive cross-BU alignment to avoid channel conflict, ensure consistent partner experience, and unlock combined BU value propositions in the market
Represent Vonage externally at industry events, partner summits, and strategic partner QBRs — raising the visibility and credibility of Vonage's partner brand globally

What you'll bring
Required:

Proven track record as a senior partner or alliances leader in a global B2B SaaS, CPaaS, or cloud technology business — with direct experience owning partner revenue targets at VP or above
Demonstrated experience building and scaling multi-archetype partner programmes (hyperscaler co-sell, VAR/reseller, SI, ISV, and/or alliance) from strategy through execution
Deep commercial acumen with the ability to build joint business plans, model partner economics, and hold teams accountable to revenue outcomes
Executive presence and stakeholder influence — capable of engaging at C-suite level with strategic partners and representing Vonage's partner strategy to internal senior leadership
Experience leading geographically distributed teams across AMER, EMEA, and APAC in a matrixed, multi-BU or multi-product environment
Strong cross-functional operator: proven ability to align Sales, Product, Marketing, and RevOps around a partner-first GTM motion
A builder's mindset — comfortable operating in a fast-moving, evolving environment, creating structure, playbooks, and culture where they do not yet exist

Experience we consider a plus:

Background in the communications, CPaaS, UCaaS, CCaaS, or adjacent cloud technology sector
Familiarity with Salesforce, ServiceNow, or hyperscaler (AWS, Google Cloud, Microsoft Azure) partner ecosystems and co-sell programmes
Experience managing a TSD/agent channel model in the enterprise communications space
Track record of building or transforming a partner function following a company acquisition, merger, or significant structural change