VP - Partner Management

Babel Street • Reston, VA

6d • $220,000 - $260,000 • Hybrid

About The Position

The VP of Partner Management will lead Babel Street’s global partner ecosystem—driving strategy, expanding revenue channels, and strengthening relationships across distribution/resale partners, cloud hyperscalers, system integrators, and OEMs. This role will be responsible for shaping a high-impact partner strategy that aligns with Babel Street’s long-term growth goals across both public sector and commercial markets. The ideal leader brings deep industry experience, an established network within the DC-area federal and enterprise partner landscape, and a strong record of building scalable, high-performing partner programs. This role demands a balance of strategic vision, executive relationship-building, operational discipline, and hands-on leadership— including personally driving partner-sourced revenue and originating high-impact opportunities alongside the team . This is a hybrid role to be based out of our Reston, VA office.

Requirements

• 10–15+ years leading partner or channel organizations in a SaaS, data, intelligence, or enterprise technology environment.
• Deep relationships and experience working within the DC-area public sector and commercial partner ecosystem.
• Proven success building and scaling partner programs across disti/resale, cloud hyperscaler, SI, and OEM channels.
• Strong track record of driving partner-influenced and partner-sourced revenue growth.
• Excellent relationship-building skills with senior executives at partner organizations.
• Prior experience leading and developing high-performing teams.
• Strong business acumen, negotiation skills, and executive presence.

Nice To Haves

• Experience operating in high-growth, PE-backed, or dynamic scaling environments (preferred).
• Background supporting public sector, national security, intelligence, or mission-driven technology markets.
• Experience with AWS, Azure, or GCP marketplace programs.
• Familiarity with government affairs, public sector ecosystem development, and federal contracting.
• Advanced degree (MBA or similar) a plus.

Responsibilities

• Partner Strategy & Market Expansion Develop and execute a comprehensive partner strategy across disti/resale, cloud hyperscalers, SI & OEM channels.
• Drive partner-sourced and partner-influenced revenue growth across targeted markets.
• Work closely with the Babel Street product and engineering teams to create new GTM models with partners to co-sell innovative solutions.
• Expand Babel Street’s presence within hyperscaler marketplaces, co-sell programs, and strategic integrations.
• Build multi-year roadmaps for each partner category aligned to corporate revenue goals.
• Relationship Management & Executive Engagement Serve as the executive face of Babel Street to top-tier partners across public sector and commercial ecosystems.
• Build, strengthen, and maintain a trusted network of partner executives and strategic stakeholders.
• Lead joint business planning, performance reviews, and accountability frameworks that drive measurable outcomes.
• Program Development & Operational Rigor Oversee the design and evolution of partner programs, enablement paths, deal registration processes, and partner lifecycle management.
• Collaborate closely with Product, Marketing, and Sales on partner enablement content, GTM alignment, and co-marketing initiatives.
• Ensure operational excellence across partner onboarding, pipeline reporting, and contracting.
• Identify opportunities to streamline processes, increase partner activation, and enhance partner experience.
• Cross-Functional Collaboration Work across Sales, Product, Public Sector, Marketing, and Legal to drive alignment and support partner-driven motions.
• Partner with Sales Leadership to embed partner engagement into field strategy and pipeline development.
• Influence product roadmap conversations with partner insights, market demand trends, and ecosystem requirements.
• Team Leadership Lead and develop a team of partner managers and operations professionals.
• Foster a culture of collaboration, accountability, and continuous improvement.
• Build scalable systems, processes, and routines to support global partner growth.
• First-Year Priorities Assess and rationalize the existing partner ecosystem, clarifying partner tiers, roles, and revenue expectations.
• Identify and prioritize the top strategic partners across resale, hyperscalers, SIs, and OEMs based on near- and long-term revenue potential.
• Establish a clear operating cadence with partners, including joint business planning, QBRs, pipeline reviews, and performance dashboards.
• Embed partners into priority GTM motions, strategic accounts, and top field-led opportunities to accelerate pipeline and deal velocity.
• Stand up or optimize hyperscaler marketplace and co-sell motions to drive measurable partner-sourced and partner-influenced revenue.
• Build the foundational processes, reporting, and governance required to scale partner-driven revenue globally.

Benefits

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical, Dental, Vision, Life & Disability insurances – for you and your family!
• Retirement Plans: Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 251-500 employees