VP, Partnerships

CAI World-Wide•Pittsburgh, PA

1d•Remote

About The Position

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAI’s platform leverages advanced technology to convert complex, paper-based procedures into streamlined, digital workflows. By enabling real-time data collection and integration, CAI facilitates greater visibility into work processes, allowing organizations to make informed decisions, optimize performance, and ensure compliance. In addition to robust workflow management capabilities, CAI emphasizes data-driven insights to foster continuous improvement. CAI's solutions are tailored to address the unique challenges of industries such as manufacturing, energy, and pharmaceuticals, helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design, CAI empowers businesses to transition from traditional practices to a modern, digital approach, driving growth and enhancing efficiency. CAI’s Discrete Manufacturing business is entering a major growth phase, driven by the expansion of our ShopVue and EDI product lines. We are seeking a Vice President of Partnerships to build (from zero) the partner ecosystem that fuels our next stage of scale. This is a commercially accountable role focused on delivering measurable partner-sourced ARR by activating ERP alliances, boutique and mid-tier system integrators, and targeted referral partners. The VP of Partnerships reports directly to the GM & CCO and operates as a peer to the VP of Sales. Success is defined by revenue contribution, partner activation, and execution velocity, not by the number of partnerships signed.

Requirements

10–15 years in enterprise or industrial/manufacturing software (MES, ERP, supply chain, or adjacent).
Demonstrated success building partner ecosystems from the ground up.
Deep working knowledge of ERP ecosystems (Microsoft, Infor, Epicor, IFS) and their SI networks.
Proven track record of delivering partner-sourced or partner-influenced ARR.
Builder Mindset: Hands-on executor comfortable operating in ambiguity.
Commercially Driven: Prioritizes pipeline and bookings over activity metrics.
Industry Credibility: Fluent in ERP, MES, and manufacturing workflows.
Cross-Functional Influencer: Drives outcomes without formal authority.
Pragmatic Operative: Makes decisions based on time-to-revenue and rapid iteration.

Responsibilities

Build the Partner System
Identify, negotiate, and activate Tier 1 ERP and SI partners aligned to discrete manufacturing ICPs.
Prioritize partners based on time-to-revenue and strategic fit.
Define partner tiering, incentives, and commercial frameworks in partnership with Sales and Finance.
Establish selection criteria grounded in ICP alignment, integration readiness, and GTM velocity.
Enable and Launch GTM Motions
Lead joint GTM plays for ShopVue and EDI, defining the optimal co-sell, referral, and resell routes-to-market.
Work with Product & Engineering to ensure connectors, SKUs, and implementation kits are partner-ready.
Drive partner onboarding and enablement with a target of activation within 90 days of signature.
Scale the Ecosystem
Stand up the operational infrastructure for partner pipeline tracking, forecasting, and QBR rhythms.
Build dashboards and KPIs measuring sourced ARR, attach rates, partner contribution, and certification progress.
Lay the foundation for a formalized partner program (tiering, MDF, certification) slated for FY27 scale-up.