VP,  Partner Program Strategy & Operations

Nexthink•Boston, MA

1d•Hybrid

About The Position

The VP, Partner Program Strategy & Operations reports directly to the SVP of Global Channel and owns the strategic direction, execution, and performance of Nexthink’s partner program. The role leads the restructuring and optimization of the GSI ecosystem and broader channel program, establishing partner tiers and benefits, driving partner revenue growth, managing partner health and relationships, and serving as the SVP of Channel’s primary strategic partner on channel matters. The VP designs partner segmentation, tiers, incentives, benefits, and differentiated programs for GSIs, SIs, resellers, and other partner types. They own the partner community’s strategic vision and roadmap, establish KPIs and accountability frameworks, develop program economics aligned with go-to-market objectives, and evolve offerings based on partner feedback, competitive dynamics, and business needs. The role oversees partner enablement and success, including training, certification, solution architecture, tools, resources, support, community events, conferences, and executive forums. It establishes partner operations such as systems, rules of engagement, deal registration, conflict resolution, pipeline and forecast monitoring, incentive structures, and performance dashboards. The VP owns partner-sourced bookings targets and revenue accountability, reports program health and investment allocation, and diagnoses program performance. The VP collaborates with Sales, Marketing, Finance, Product, Services, and Revenue Operations to align partner strategy, co-marketing, partner economics, product feedback, and program decisions. They lead rollout of a new operating model across regions, including change management, governance, and field adoption; own the program budget and resource allocation; build and lead the partner program team; and maintain partner tier governance, documentation, contracts, and compliance.

Requirements

10+ years in channel management, partner programs, or strategic alliances.
Proven track record building and scaling GSI/SI partner programs at enterprise software companies.
Demonstrated experience leading transformational partner program initiatives.
Strong vendor management and relationship-building skills.
Excellent negotiation, conflict-resolution, and influence capabilities.
Deep understanding of partner business models and go-to-market strategies.
Executive presence and ability to communicate across organizational levels.
Strong analytical and business acumen.

Responsibilities

Design partner segmentation, tiers, incentives, benefits, and differentiated programs for GSIs, SIs, resellers, and other partner types.
Own the strategic vision and roadmap for the partner community.
Establish program KPIs, performance metrics, and accountability frameworks.
Develop program economics and align them with Nexthink’s go-to-market objectives.
Evolve program offerings based on partner feedback, competitive dynamics, and business needs.
Design and oversee partner enablement programs, including training, certification, and solution architecture.
Ensure partners have the tools, resources, and support needed to succeed in their markets.
Manage partner feedback loops and drive continuous program improvement.
Lead partner community events, conferences, and executive forums.
Drive adoption of new benefits and incentive structures following restructuring.
Establish partner processes, systems, rules of engagement, deal registration, and conflict-resolution mechanisms.
Own partner-sourced bookings targets and revenue accountability.
Monitor pipeline, forecasts, and partner performance metrics.
Develop incentive structures that drive desired behaviors.
Partner with Revenue Operations to build dashboards for partner-sourced and partner-influenced pipeline, productivity, activation, certifications, and partner health.
Diagnose program performance and report program health and investment allocation to the SVP of Channel and leadership.
Partner with Sales leadership on partner strategy, territory management, and conflict resolution.
Collaborate with Marketing on co-marketing, campaigns, and partner enablement.
Work with Finance on partner economics, commission structures, and budget allocation.
Coordinate with Product and Services teams on partner feedback and requirements.
Lead internal alignment on partner program decisions and strategy.
Lead rollout of the new operating model across regions, including change management, governance, and field adoption.
Own partner program budget, resource allocation, and cost management.
Build and lead the partner program team, including direct reports and cross-functional partners.
Establish governance processes for ongoing partner tier management.
Maintain partner program documentation, contracts, and compliance.

Benefits

Base salary and may include a commission or performance bonus plan.
US employees receive company-covered health, dental, and vision benefits, as well as access to life insurance, long-term disability, and accidental death/personal loss coverage.
Flexible hours.
Unlimited paid time off, in addition to 15 days of holidays.
11 company-paid holidays.
3 extra days for volunteering.
Hybrid work model balancing office and remote work.
Structured onboarding to foster connections and team integration.
Free access to professional training platforms.
Up to 16 weeks of paid leave for birthing parents/primary caregivers and 6 weeks for secondary caregivers.
401(k) plan with up to 4% company matching contributions and immediate vesting.
Bonuses for referring successful hires after three months of continuous employment.