Global Vice President, Partners & Alliances

DTEX Systems-posted 3 months ago
Full-time • Executive
101-250 employees
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DTEX Systems is seeking a Global Vice President of Partners & Alliances to lead our worldwide partner and alliance strategy. In this role, you will build, scale, and optimize our global ecosystem of Value-Added Resellers (VARs), hyperscalers such as AWS, consulting/advisory partners, and MSSPs to accelerate growth and expand market reach. This is a critical leadership position for DTEX. A significant percentage of our sales are executed through partners, and the ability to scale a predictable, high-impact partner ecosystem is essential to our growth. You will own the strategy, execution, and performance of all partner motions, from reseller agreements and co-sell programs to hyperscaler marketplace listings and global system integrator (GSI) relationships. Reporting directly to the Chief Revenue Officer (CRO) and serving on the revenue leadership team, you will collaborate cross-functionally with Sales, Marketing, Product, Legal, and Finance leadership to ensure partners are fully enabled, engaged, and delivering measurable results.

  • Define Global Partner Strategy – Build and execute a global partner strategy that aligns with DTEX’s growth goals, customer base, and go-to-market priorities.
  • Scale Partner Ecosystem – Recruit, onboard, and manage a diverse partner portfolio, including VARs, hyperscalers (AWS, Azure, GCP), GSIs, MSSPs, and advisory firms.
  • Hyperscaler & Marketplace Leadership – Own DTEX’s presence in hyperscaler marketplaces (AWS Marketplace and others), driving listings, CPPO/private offers, co-sell mechanics, and joint GTM campaigns.
  • Partner Program Design – Establish partner tiers, certification paths, deal registration, incentive models, MDF (marketing development funds), and partner operations to scale effectively.
  • Partner Enablement – Develop sales/technical playbooks, training, demos, and certification programs that empower partners to position, sell, and deliver DTEX solutions independently.
  • Joint GTM Execution – Create joint business plans, co-marketing campaigns, and account planning processes with strategic partners to drive pipeline and bookings.
  • Contracting & Negotiation – Structure and negotiate partner agreements, reseller contracts, and revenue share frameworks in collaboration with Legal and Finance.
  • Pipeline & Revenue Accountability – Track, report, and own KPIs for partner-sourced and partner-influenced pipeline and revenue, ensuring contribution to overall company growth.
  • Governance & Executive Engagement – Build joint executive sponsor programs, QBRs with top partners, and partner advisory boards to strengthen strategic relationships.
  • Build & Lead Global Team – Recruit, manage, and scale a global partner and alliances team responsible for regional coverage, partner success, and operational excellence.
  • 12–15+ years of experience in enterprise software/SaaS, with 7–10+ years leading global partner, channel, or alliances organizations.
  • Proven success building and scaling partner ecosystems across VARs, hyperscalers, GSIs, and advisory/consulting firms in high-growth SaaS or cybersecurity companies.
  • Direct experience with hyperscaler co-sell and marketplaces (AWS, Azure, GCP), including marketplace listings, CPPO/private offers, and seller enablement programs.
  • Strong expertise in partner program design: onboarding, certification, partner operations, deal registration, and PRM systems.
  • Track record of delivering measurable partner-sourced and influenced pipeline and bookings.
  • Deep experience negotiating complex reseller, GSI, or alliance agreements with global scope.
  • Demonstrated ability to collaborate across functions (Sales, Marketing, Product, Legal, Finance) and influence executive leadership.
  • Strong executive presence with the ability to represent DTEX to senior partner stakeholders and industry events.
  • Global leadership experience managing partner/alliance managers, partner marketing, and technical enablement resources.
  • Bachelor’s degree required; MBA or advanced degree preferred.
  • Competitive compensation
  • Equity participation
  • Health and wellness benefits
  • Generous time-off policies
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