Head of Strategic Partnerships

Conviva•Foster City, CA

9h•$250,000 - $350,000•Hybrid

About The Position

Conviva is seeking a Head of Partnerships to build and scale its most strategic alliances, focusing on global services partners like Deloitte and Accenture, and key platform/ecosystem partners such as Oracle and Google. This role is responsible for global alliance strategy, executive relationship management, joint go-to-market (GTM) execution, and revenue generation through these partnerships. The goal is to drive 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.
Ability to translate product value into partner-ready solution plays.
Bachelor’s degree required.

Nice To Haves

MBA or equivalent experience preferred.

Responsibilities

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 for pipeline, bookings, attach rates, renewal influence, and co-sell targets.
Define partner segmentation, coverage model, and partner plays aligned with Conviva’s product and Ideal Customer Profile (ICP).
Create and execute repeatable partner GTM motions including 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.
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.
Own C-level and SVP-level relationships within Deloitte, Accenture, Oracle, and Google, representing 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 Quarterly Business Reviews (QBRs)/Monthly Business Reviews (MBRs), track performance, and course-correct quickly.
Build enablement programs for partner sellers and practitioners, including 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 Global System Integrators (GSIs) to ensure customer outcomes and expansion.