Vice President, Partnerships

Rightworks • Nashua, NH

6d • Hybrid

About The Position

Rightworks offers the only intelligent cloud purpose-built for accounting firms and professionals. Backed by award-winning support, our fully managed IT and applications ensure customers have secure, reliable, on-demand access to their technology. We provide a curated software ecosystem that simplifies the complexity of running an accounting firm or small business, supported by a community of thought leaders, peer networks, and educational resources. Our success is made possible by leveraging decades of specialized experience in leading accounting firms, SMBs and technology companies. Thousands of Firms and SMBs count on us to run their business every day. We have a great team, we’re growing fast and have a winning culture based on innovation, teamwork, and mutual respect. Job Overview The Vice President of Partnerships is a senior executive responsible for developing and executing a comprehensive partner ecosystem strategy that accelerates growth through indirect sales channels, consulting alliances, and technology partnerships. This role oversees the identification, development, and management of strategic relationships that expand market reach, enhance solution offerings, and drive revenue through joint go-to-market initiatives. The ideal candidate is a visionary leader with deep experience building scalable partner programs across multiple partner types—resellers, systems integrators, consulting firms, and technology platforms. They will collaborate cross-functionally with sales, marketing, product, and customer success teams to ensure partner success, alignment with corporate objectives/strategy, and measurable business impact. This is a hybrid position, with 3 days per week in our Nashua, NH headquarters.

Requirements

• Bachelor’s degree in business (MBA preferred).
• 10+ years of progressive experience in partnerships, business development, or channel leadership roles, preferably within the technology or consulting sectors. (MBA preferred)
• Proven experience developing and executing successful channel sales strategies, building and managing partner ecosystems, and consistently exceeding revenue targets.
• Deep understanding of partner business models (reseller, referral, OEM, integration, and strategic alliances).
• Demonstrated success in developing and scaling indirect sales and partnership ecosystems.
• Strong leadership skills with the ability to manage, motivate, and influence both internal and external partner teams.
• Demonstrated success in creating a collaborative and high-accountability culture.
• In-depth understanding of the accounting software landscape, including familiarity with key players, trends, and regulatory issues affecting the industry.
• Strong negotiation and relationship-building skills.
• Excellent communication, presentation, and interpersonal skills.
• Proficiency in CRM software (Salesforce preferred) and other sales tools.
• Strong analytical skills and the ability to leverage data to drive decisions.
• Ability to see the big picture, forecast trends, and align channel strategies with broader business goals.
• Focus on results and achieving sales objectives while maintaining quality and partner satisfaction.
• Ability to influence and drive consensus among internal teams and external partners.
• Ability to adjust strategies quickly based on market dynamics, customer feedback, and evolving business needs.
• Ability to travel as required (up to 30% of the time).
• This role is open to US Citizens or permanent residents authorized to work in the United States.
• Rightworks LLC is unable to offer visa sponsorship.
• Due to specific state regulations, we are unable to accept applications from residents of California, Hawaii, or Alaska.
• Relocation will not be offered for this position.

Nice To Haves

• Knowledge of accounting firms is desirable.

Responsibilities

• Strategic Leadership & Partner Ecosystem Development Develop and execute a global partnership strategy that supports company growth through indirect sales, consulting, and technology partners.
• Identify, negotiate, and structure strategic relationships with channel resellers, systems integrators, consulting firms, and technology alliances.
• Build and maintain a diversified partner portfolio that enhances market coverage and drives joint value creation.
• Establish clear goals, KPIs, and governance models for partner engagement, enablement, and performance tracking.
• Indirect Sales & Channel Growth Lead the design and execution of programs that empower channel partners to sell, implement, and support company offerings.
• Create and manage partner incentive structures, sales enablement resources, and joint go-to-market (GTM) initiatives.
• Collaborate with the sales organization to forecast, measure, and drive revenue from indirect channels.
• Consulting & Alliance Partnerships Develop strategic relationships with global and regional consulting firms to expand co-delivery, co-marketing, and joint solution offerings.
• Drive collaborative initiatives that enhance customer outcomes and strengthen the company’s presence in key industries and verticals.
• Partner with consulting organizations to integrate the company’s products and services into their delivery models.
• Technology Partnerships & Integrations Establish and nurture partnerships with complementary technology providers to enhance interoperability, expand solution capabilities, and strengthen competitive differentiation.
• Oversee the development of joint product integrations, co-marketing campaigns, and ecosystem-based customer solutions.
• Work closely with product management and engineering to prioritize technology alliances that drive innovation and customer value.
• Leadership & Team Development Build and lead a high-performing partnerships team across business development, partner marketing, and partner operations.
• Foster a collaborative, metrics-driven culture of accountability and excellence.
• Represent the partnership organization at executive and industry forums, demonstrating thought leadership and strengthening brand reputation.
• Performance Management & Forecasting Lead quarterly and annual forecasting for all partner-sourced and partner-influenced pipelines.
• Partner with finance and sales operations to build scalable revenue models and forecasting tools.
• Monitor performance against targets and identify opportunities to optimize growth through data analysis.
• Partner Recruitment & Onboarding Identify and recruit new partners aligned with the company’s strategic priorities and growth objectives.
• Establish a structured partner recruitment process, including qualification criteria, pipeline management, and onboarding workflows.
• Collaborate with marketing and sales to develop compelling partner value propositions and co-marketing campaigns that attract top-tier partners.

Benefits

• To provide best-in-class solutions, we need a best-in-class team.
• We offer competitive salaries to recruit the best talent.
• We provide company-paid short and long-term disability insurance, life insurance and a generous 401K match.
• We offer highly affordable medical, dental, vision coverage, and many other valuable benefits.
• We offer flexible PTO, and numerous paid holidays, affording you the time to be there for what is important in your life.
• We encourage giving back to our communities by providing paid volunteer time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 501-1,000 employees