VP Business Development - Strategic Partnerships

SmartBear•Somerville, MA

21d•Hybrid

About The Position

At SmartBear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft. VP Business Development - Strategic Partnerships The Vice President of Business Development- Strategic Partnerships will drive business expansion of SmartBear AI solutions through and with strategic partnerships including existing relationships with AWS and Atlassian and emerging partnerships with SAP, Salesforce, GitLab, and Microsoft. This role requires a seasoned business development executive who can drive emerging AI product strategies, co-selling motions, co-developed solutions, and joint go-to-market strategies across multiple partner ecosystems.

Requirements

7-10 years managing strategic technology partnerships with enterprise software or cloud platform companies
Demonstrated success managing multiple concurrent partnerships and achieving revenue targets ($10M+ influenced)
Deep understanding of at least two ecosystems: AWS, Microsoft Azure, SAP, Salesforce, GitHub or leading AI platforms.
Strong executive presence with excellent communication and negotiation skills

Nice To Haves

Experience in software quality, testing, API management, CI/CD, or developer tools
Technical background with cloud platforms and enterprise software integrations
Existing relationships within target partner ecosystems
Experience with multiple marketplace platforms and partner management tools (WorkSpan, Crossbeam)
Track record building partnerships from inception to maturity

Responsibilities

Develop and implement partnership strategies with targeted partners to advance new AI solution initiatives.
Cultivate executive‑level relationships and negotiate strategic collaboration agreements.
Support the strategic expansion of the AWS partnership, leveraging the Strategic Collaboration Agreement and AI‑driven growth initiatives.
Deliver clear, data‑driven reporting on partnership performance, including development, GTM, and sales metrics, for executive leadership.
Prioritize and allocate resources effectively across multiple high‑value strategic partnerships.
Drive co-selling motions with partner field teams and advise on joint partner GTM solution campaigns
Lead marketplace product and sales strategies across target partner channels
Champion strategic product integrations across strategic partner initiatives
Partner with product teams to align roadmaps with partner priorities
Train SmartBear sales teams on partnership value propositions and co-selling processes
Build joint sales playbooks and coordinate with partner solution architects
Identify new opportunities within partner ecosystems (funding programs, marketplace incentives)
Negotiate commercial terms, deal registrations, and revenue-sharing arrangements
Monitor competitive landscape and drive customer adoption through partner channels

Benefits

You can grow your career at every level.
We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.
SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity.
We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs.
We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws.
We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.
This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options.
You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.