VP Strategic Partners & Alliances
About The Position
Redgate's partner ecosystem is entering its next phase of scale. We have strong foundations with hyperscaler relationships and a growing channel, but the opportunity ahead — building a multi-tier partner model that drives meaningful ARR, deepens our AWS and Microsoft alliances, and launches a first-class Consulting Partner Program — needs dedicated senior leadership to make it real. This role owns that mission globally. This is a senior global leadership role. You'll define the multi-year channel strategy, deepen our hyperscaler partnerships with AWS and Microsoft/Azure, and design and launch a Consulting Partner Program from the ground up.
Requirements
- Significant channel and partner leadership experience in software or IT, with a proven track record scaling channel programs and delivering quantifiable ARR growth.
- Hands-on experience building hyperscaler alliances — AWS Marketplace, co-sell (ACE), APN progression, and/or equivalent Microsoft Azure/MPN experience.
- Experience launching a Consulting or SI Partner Program from scratch, including tiers, commercial model design, and certification paths. Experience managing existing GSI relationships is valuable but we need someone who has designed the programme architecture itself.
- Strong commercial acumen and P&L management capability, with the ability to build business cases and drive decisions from data.
- Confident operating at board and C-level, with the executive presence to represent Redgate in VP and C-suite partner relationships globally.
Nice To Haves
- Experience in or strong adjacency to database, DevOps, or developer tooling is a significant advantage. Candidates from unrelated domains such as cybersecurity or financial services will need to demonstrate how their experience translates.
Responsibilities
- Own the global channel strategy aligned to our 5-year ARR plan, with direct accountability for partner-sourced and partner-influenced revenue.
- Deepen AWS and Microsoft/Azure as priority hyperscaler alliances — Marketplace expansion, co-sell motions, APN/MPN progression, and competency alignment. Personally owning the mechanics — Marketplace listings, private offers, ACE co-sell execution, and APN/MPN programme progression.
- Design, launch and run a Consulting Partner Programme from scratch targeting SIs, regional consultancies, and AWS/Microsoft consulting partners — including tiers, commercial model, and certification. There is no existing programme — this is a genuine zero to one build.
- Lead and develop the global channel team, embedding coaching and performance management while driving cross-functional alignment with Sales, Marketing, Product, and Engineering.
- Carry forecast accountability and manage channel cost-of-sale, providing accurate pipeline visibility to the CRO.
Benefits
- Competitive salary —$180,000 - $220,000 + OTE
- Monthly wellbeing allowance
- Generous paid time off
- Genuine investment in learning, development, and career progression
- Private health insurance
- Full benefits package available at redgate.com/benefits
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
