Head of Strategic Partnerships

Conviva•Foster City, CA

32d

About The Position

Conviva is the intelligence layer for digital businesses, turning every consumer interaction into outcome-based intelligence—linking engagement patterns across AI agents, apps, websites, and streaming video to real results such as purchases, bookings, and resolved support requests. Powered by its patented Time-State Technology®, the Conviva® Operational Data Platform delivers real-time insights and automation that help leading enterprises grow, improve satisfaction, and build lasting trust. Conviva is seeking a Head of Partnerships to build and scale our most strategic alliances—anchored in global services (Deloitte, Accenture) and key platform/ecosystem partners (Oracle, Google). This leader will own global alliance strategy, executive relationships, joint go-to-market (GTM), and revenue outcomes across these partners, driving measurable pipeline, bookings, and customer value for Conviva’s solutions.

Requirements

12+ years in partnerships/alliances, business development, or GTM leadership in SaaS, cloud, data/analytics, martech/adtech, observability, or enterprise platforms.
Deep experience building revenue-producing alliances with at least one GSI (Deloitte or Accenture strongly preferred).
Strong familiarity with hyperscaler or platform ecosystems (Google Cloud, Oracle) including co-sell motions, partner programs, and field engagement.
Demonstrated success negotiating and operationalizing complex agreements and joint GTM plans.
Executive presence with proven ability to influence C-level stakeholders internally and externally.
Operator mindset: metrics-driven, process-oriented, and comfortable building from scratch.
Alliance strategy, joint planning, and governance.
Co-sell execution and complex deal leadership.
Partner enablement and internal alignment.
Commercial negotiation and partner economics.
Cross-functional leadership and executive communication.
Ability to translate product value into partner-ready solution plays.
Bachelor’s degree required
Flexible within the US (or near a major partner hub); expected travel ~30–40% to partner and customer sites.

Nice To Haves

MBA or equivalent experience preferred.

Responsibilities

Alliance strategy & business planning
Set the multi-year alliance strategy for Deloitte, Accenture, Oracle, and Google to accelerate Conviva growth across priority industries and regions.
Build annual/quarterly joint business plans (JBPs) with clear goals: pipeline, bookings, attach rates, renewal influence, and co-sell targets.
Define partner segmentation, coverage model, and partner plays aligned to Conviva’s product and ICP.
GTM execution & revenue ownership
Create and run repeatable partner GTM motions: co-selling, co-marketing, solution bundling, and services-led delivery.
Establish opportunity identification and pursuit processes with partner sales teams, alliance leaders, and field leadership.
Drive partner-sourced and partner-influenced pipeline, ensuring strong forecasting discipline and CRM hygiene.
Solution alignment & offerings
Develop joint solutions and packaged offers with Deloitte/Accenture practices and with Oracle/Google ecosystem teams.
Align Conviva integrations and reference architectures with Oracle Cloud and Google Cloud partner programs.
Collaborate with Product and Engineering to prioritize partner-driven roadmap needs, integrations, and certifications.
Executive engagement & governance
Own C-level and SVP-level relationships within Deloitte, Accenture, Oracle, and Google; represent Conviva in executive steering committees.
Negotiate strategic agreements (e.g., co-sell, reseller, services referral, marketplace listings), ensuring mutually beneficial economics and clear accountability.
Lead QBRs/MBRs, track performance, and course-correct quickly.
Partner enablement & internal orchestration
Build enablement programs for partner sellers and practitioners: training, pitch assets, demo environments, battlecards, and playbooks.
Coordinate cross-functionally with Sales, Marketing, Customer Success, Legal, Finance, and Operations to remove friction and accelerate deals.
Influence and support services delivery excellence with GSIs to ensure customer outcomes and expansion.