Vice President, Strategic Partnerships

MicroStrategy•Tysons, VA

About The Position

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. As a market leader in enterprise analytics and AI software, Strategy has pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. The company is also leading in AI disruption, providing data via its enterprise semantic layer to AI agents, tools, and platforms. Additionally, Strategy has adopted bitcoin as its primary treasury reserve asset, issuing innovative bitcoin-backed securities and building a fortress balance sheet. The company values curiosity, innovation, and excellence, fostering an environment where every employee's contributions are recognized and valued, guided by corporate values: bold, agile, engaged, impactful, and united. The VP, Strategic Partnerships is responsible for building and scaling a high-performing global partner ecosystem that drives significant incremental revenue. This role involves owning the global partnerships strategy, execution, and team, covering Cloud hyper-scalers, GSIs/SIs, consulting partners, resellers, and key technology alliances. The VP will work closely with Sales, Marketing, Product, and Finance to deliver profitable growth.

Requirements

10+ years in enterprise software / SaaS, with significant leadership experience owning global partnerships.
5+ years of direct sales leadership experience.
Proven track record of building and scaling partner ecosystems that generate substantial partner-sourced and partner-influenced revenue.
Demonstrated success driving large, complex enterprise deals through partners, combining products and services.
Experience working with Cloud hyper-scalers, Global Systems Integrators, regional SIs, and strategic technology partners in co-sell and/or co-delivery models.
Strong background in business planning and execution: creating joint plans, setting targets, establishing milestones, and delivering results.
Able to design partnership strategies by segment and geography and translate strategy into operational plans.
Deep understanding of partner business models, economics, and success levers.
Strong enterprise sales orientation; comfortable engaging in deal strategy, pricing, and negotiation.
Skilled in pipeline management, forecasting, and holding teams and partners accountable to numbers.
Builds scalable processes for partner recruitment, enablement, co-selling, and performance management.
Data-driven; diligent in measuring and communicating progress, identifying roadblocks, and driving resolution.
Proven ability to lead through influence across functions and geographies.
Effective at building consensus, resolving conflict, and aligning internal and partner stakeholders around shared goals.
Clear, concise communicator with strong executive presence.
Able to represent the company credibly with C-level executives at partners and customers.
Collaborative, self-directed leader who thrives in a fast-changing, evolving environment.
Confident, low-ego, and highly professional, with strong interpersonal skills.
Demonstrates ownership mindset, urgency, and a bias toward action and results.
Willingness to travel up to 50% globally.

Responsibilities

Define and execute a global strategic partnerships strategy by segment and geography (GSIs, regional SIs, resellers, technology alliances).
Develop and refine partner programs, economic models, and go-to-market motions that are attractive and profitable for partners and the company.
Build joint business plans with top partners, including clear value propositions, targets, GTM initiatives, and metrics.
Drive deal-level collaboration between direct sales and partners for new and existing enterprise customers.
Establish and maintain account and territory mappings between direct and partner teams.
Personally engage in key “must-win” opportunities, guiding co-sell strategy and executive engagement.
Ensure accurate partner pipeline, forecasting, and performance reporting.
Own the lifecycle of strategic partners: identification, recruitment, onboarding, enablement, performance management, and, when required, exit.
Oversee partner enablement programs (sales, technical, delivery) to ensure capability and quality.
Drive partner engagement in launches, marketing campaigns, and field events.
Set and enforce standards for delivery excellence and customer satisfaction in partner-led engagements.
Establish partner governance models with internal and partner executives (QBRs, steering committees).
Build scalable partner operations: processes for lead sharing, opportunity registration, pricing/quoting, approvals, and compliance.
Collaborate with Marketing, Finance, and Operations to ensure partner incentives, MDF, and comp plans are aligned with company objectives.
Track and report weekly and quarterly on partner pipeline, sales forecasts, and KPIs.
Lead the North America partnerships team and provide dotted-line leadership for international teams.
Hire, develop, and retain high-performing partnerships and alliances leaders globally.
Set clear goals, coach for performance, and create a culture of accountability, collaboration, and execution.