Senior Director, Global Partner Strategy, Programs & Operations

Genesys•New York, MA

3d•$189,000 - $332,400•Remote

About The Position

The Senior Director, Global Partner Strategy, Programs & Operations is a leadership role that sits within the Sales Transformation and Enablement team, overseeing the team of SMEs and program managers responsible for evolving Genesys's global partner programs, multi-year strategy, and annual coverage and quota process, and leading the Manila-based partner sales and operations teams. This role requires a balance between hands-on execution and ensuring the team has the people, resources, and organizational buy-in to deliver each evolution of the program and strategy well. It oversees the Genesys global virtual partner support and sales teams in Manila, represents partner strategy to executive stakeholders across Sales, Marketing, Revenue Intelligence, Finance, Services, and Operations, and works closely with regional sales operations and regional partner sales leaders to address regional nuances, enable partner-led growth, and improve partner experience. Success requires deep, hands-on partner program and operations experience; the judgment to navigate ambiguity in a constantly transforming environment; strong financial and analytical fluency; and the ability to build strong relationships and lead through influence in a complex global organization.

Requirements

Bachelor's degree required; MBA or equivalent experience preferred.
15+ years of senior leadership experience in the channel partner space within a complex enterprise technology environment, with an emphasis on partner operations, program design, and strategy development.
Track record designing, executing, and scaling global partner programs (tiering, incentives, enablement, etc.).
Demonstrated ability to lead experienced program owners who operate as SMEs, knowing when and how to lean in and support.
Experience building and developing high-performing teams, including growing individual contributors into program owners, across multiple workstreams through complexity and change.
Energized by transformational, high-growth environments and continuous change.
Strong financial and analytical fluency — comfortable owning incentive ROI modeling, feasibility/business case analysis, and data-driven prioritization.
Extensive experience operating in a highly matrixed, global organization; comfort with ambiguity, and the confidence to act decisively in unstructured, fast-changing environments.
Comfort operating at high pace with high visibility, responsive outside standard business hours, with travel 2x/year to Manila, Philippines, and 4x/year to other locations.
A track record presenting to senior and C-level leadership independently, owning the narrative and incorporating feedback with composure.
Deep knowledge of how partner organizations operate day to day, including field pain points, gained from prior experience in a mature partner ecosystem.
Demonstrated success securing executive and cross-functional buy-in and resourcing for partner initiatives.
Marketplace/co-sell experience with hyperscalers (AWS, Microsoft, Google Cloud); familiarity with Partner Stack and Salesforce at a functional level.

Responsibilities

Act as a thought partner and quality check on program design and execution — giving the team room to operate as subject-matter experts and knowing when to lean in directly.
Define and evolve the strategy annually based on input from across the business.
Support the implementation and annual evolution of the partner tiering and segmentation framework, engagement model, incentives, and motion-based model, including criteria, thresholds, and benefits differentiation across partner types (resellers, referral, STPs, GSIs).
Support the evolution of the annual global partner strategy/program aligned to growth objectives and go-to-market priorities, soliciting input across the business and facilitating the annual strategy offsite and working sessions; make the final call on trade-offs the team surfaces.
Ensure the translation of strategic objectives into execution roadmaps with clear success measures, and monitor annual partner KPIs — revenue targets, certifications, pipeline contribution — on an ongoing basis.
Support the regional partner operations and incentive teams in optimizing partner coverage models and incentives for sustainable growth, working cross-functionally with partner leaders and other stakeholders.
Drive partner compliance requirements, including program adherence, competency standards, and tier maintenance criteria; conduct regular reviews of partner performance against plan, identifying risks and opportunities and taking corrective action where needed.
Serve as the connective tissue across the teams responsible for partner enablement, keeping enablement content and delivery aligned to program requirements.
Support development of the global partner incentive strategy — rebate structures, SPIFFs, and performance incentives that drive the right partner behaviors and outcomes — and ensure incentive programs developed by the direct and extended teams remain operationally scalable, compliant, and properly communicated in each region.
Regularly perform and review analytics to drive the financial and feasibility rigor behind program decisions — ROI on incentive spend, cost-to-serve, and the business case for new or revised program elements.
Use partner performance data and analytics to validate program design, size opportunity and risk, and prioritize investment.
Set the governance and quality bar for program execution, compliance, and reporting, even where the team owns day-to-day delivery.
Maintain contract and legal fluency and route escalations to the right teams.
Serve as the senior leader for the team that designs and runs the partner program day to day — securing the talent, budget, tooling, and organizational buy-in they need to execute.
Act as a thought partner on program and incentive design: pressure-test assumptions and recommendations, and flag risk before decisions reach executives.
Support the team to own their programs as subject-matter experts and know when to lean in directly — drawing on personal experience having built and run partner tiering, incentive, and business-planning programs.
Coach for quality: review program design and analysis for rigor, and step into execution when timeline, quality, or risk requires it.
Develop a high-performing global partner strategy and programs team, direct and matrixed; grow the team's depth in program design, analytics, and partner operations, and invest in career growth and internal promotion.
Foster ownership, collaboration, and continuous improvement.
Serve as strategic advisor and escalation point for executive stakeholders on partner strategy, incentives, and performance.
Secure organizational buy-in and resourcing for program direction across Sales, Marketing, Revenue Intelligence, Finance, Services, IT, and Operations.
Partner with regional sales/partner leadership to drive adoption and execution of partner programs.
Own the narrative in senior and C-level settings, incorporating feedback.
Oversee the cross-functional Partner Advisory Board to review escalations and nuanced program issues, leverage experience and judgement in these decisions.
Partner with Sales Enablement and enablement teams across the business to ensure the development and delivery of cohesive enablement programs that align to program requirements and educate the field on partner engagement and rules of engagement.
Lead and develop the global virtual partner support and sales center — reviewing proposed strategy and serving as a thought leader to evolve it to meet the needs of the business, including through in-person travel to Manila.
Drive partner performance across regions through the virtual sales team, incorporating input from regional sales leaders to shape the team's mandate.
Improve support processes and implement AI-driven efficiencies.
Oversee the team developing the strategic vision and execution of the Genesys partner portal end-to-end, and harmonize the partner tech stack to align with broader organizational goals — providing support where needed.
Facilitate a long-term vision for AI-powered features, dashboards, and self-service capabilities within the portal.