Strategic Partnerships Director

Conviva • Foster City, CA

114d • $250,000 - $350,000

About The Position

Conviva is pioneering a new category of outcome-centric performance insights. Powered by our planet-scale Operational Data Platform (ODP) and proprietary Time State technology, Conviva connects the entire digital journey—across apps, websites, and AI agents—to reveal not just what happened, but why it happened. Our platform specializes in monitoring and optimizing client–agent interactions in production, at scale, ensuring that every engagement is tied directly to measurable business outcomes. This positions Conviva as the trusted performance analytics layer for enterprises embracing agentic AI. Yet, the broader market is facing an AI value crisis. Despite heavy investments, Gartner predicts that 40% of agentic AI projects will be canceled due to unclear business value—what we call the “agentic paradox”, where deployments fail to deliver tangible outcomes. Conviva solves this paradox by bridging the gap between AI investments and business impact, enabling enterprises to de-risk adoption, guarantee performance, and unlock new revenue streams through continuous optimization.

Requirements

• 8-10+ years in strategic partnerships, corporate development, or enterprise business development within B2B SaaS.
• A bachelor's degree from an accredited university is strongly preferred; an MBA is a plus.
• Track record of structuring and closing complex OEM/ISV/embedded partnerships with leading enterprise software firms.
• Strong financial and business modeling skills; ability to build data-driven partnership cases.
• Deep understanding of enterprise SaaS ecosystems (CRM, ITSM, cloud marketplaces).
• Strong knowledge of AI, analytics, and observability platforms.
• Exceptional negotiation, communication, and executive presence; proven ability to influence senior leadership in large organizations.

Responsibilities

• Develop and implement a long-term strategy for technology partnerships that drive Conviva’s market expansion and revenue growth.
• Lead executive-level engagement, building trusted relationships with senior decision-makers at partner organizations.
• Drive complex partnership structures (OEM, embedded, resell, ISV) from sourcing through negotiation to execution.
• Collaborate closely with product, engineering, marketing, and sales teams to define integration pathways and deliver joint solutions.
• Oversee the health and growth of each partnership, including joint go-to-market execution, business reviews, and continuous value creation.
• Deliver measurable outcomes such as partner-sourced pipeline, incremental revenue, and ecosystem influence.
• Serve as a key external ambassador for Conviva’s technology, representing the company at major partner and industry events.

Benefits

• The expected On-Target Earnings (OTE) for this full-time position is $250,000 - $350,000, which includes base salary and variable compensation, plus equity and benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 251-500 employees