VP, Partner Alliances

Kantata; London; On-site; GBP 90,000 - 150,000; Full time

Job summary

An established industry player is seeking a Vice President of Partner Alliances to drive revenue growth and enhance customer value through strategic partnerships. This pivotal role involves nurturing existing relationships, particularly with Salesforce and Private Equity firms, while creating new alliances to generate sales referrals. The successful candidate will leverage their extensive experience in partner management and business development to lead negotiations, manage sales cycles, and ensure mutual growth. Join a dynamic team that values collaboration and continuous learning, making a significant impact in the professional services landscape.

Benefits

Strong work-life balance

Opportunities to learn from industry leaders

Engaging and collaborative culture

Vibrant and dedicated team

Qualifications

• 15+ years of experience in partner management, business development, or sales.
• Proven success in building and managing partner ecosystems.

Responsibilities

• Identify and cultivate partnerships aligned with Kantata’s objectives.
• Collaborate with partners on joint go-to-market strategies.

Skills

Partner Management

Business Development

Sales Leadership

Negotiation Skills

Communication Skills

Market Research

Team Motivation

Education

Bachelor's degree in business

Tools

CRM Software

Partner Management Software

Job description

The Company

The Kantata Cloud for Professional Services provides businesses with clarity, control, and confidence to optimize resource planning and improve operational performance. Our purpose-built software supports over 2,500 professional services organizations across more than 100 countries, helping them focus on their most valuable asset: their people. By leveraging Kantata, professionals gain access to essential information and tools to win more business, ensure the right people are available at the right time, and deliver exceptional project outcomes that delight clients.

Kantata is well-capitalized, actively hiring, and expanding our diverse customer base at a rapid pace. We have a clear vision for our future—one that involves you. Plus, Kantata is recognized as an excellent workplace, offering a dynamic environment, a talented team, great perks, and a vibrant culture, making us a top-rated employer.

The Opportunity

The Vice President of Partner Alliances will develop and manage strategic partnerships to drive revenue growth, increase market reach, and enhance customer value. This role requires a deep understanding of our business objectives and industry landscape, along with exceptional relationship-building skills. The focus will be on nurturing existing partnerships—particularly with Salesforce and select Private Equity firms—and creating new high-impact alliances to generate sales referrals and bookings, aligning with our strategic priorities.

Goals & Measures of Success

Currently, partner-sourced pipeline is below expectations. The goal is to significantly grow this pipeline in FY26, aiming for it to exceed 20% of total pipeline in FY27.

Primary Responsibilities

• Strategic Partnership Development: Identify, establish, and cultivate partnerships aligned with Kantata’s objectives. Lead negotiations and manage contractual agreements to ensure mutually beneficial relationships. Assess potential partners for strategic fit.
• Revenue Growth & Sales Leadership: Collaborate with partners on joint go-to-market strategies, build sales pipelines, and drive revenue. Manage the entire sales cycle from lead generation to deal closure, aiming to surpass sales targets.
• Partner Engagement & Enablement: Develop strategies to strengthen partner relationships, ensure goal alignment, and maximize mutual growth. Work with the Revenue Enablement team to provide training and resources to support partners in promoting and selling our solutions.
• Cross-Functional Collaboration: Coordinate with Sales, Marketing, Product, and Partner Operations teams to execute partner strategies effectively and align resources. Incorporate partner insights into company initiatives through workshops and strategy sessions.
• Market Insights & Intelligence: Stay informed on industry trends, competitors, and emerging opportunities. Conduct market research to identify new partnership opportunities and growth areas.
• Performance Metrics & Continuous Improvement: Establish and monitor KPIs to measure partnership success. Conduct regular reviews with partners to assess progress and refine strategies.
• Thought Leadership & Market Presence: Represent Kantata at industry events, partner meetings, and conferences to boost visibility and establish thought leadership within the partner community.

What You Bring to the Role

• Bachelor's degree in business, marketing, or a related field
• 15+ years of experience in partner management, business development, or sales
• Proven success in building and managing partner ecosystems
• Strong negotiation and relationship skills
• Excellent communication and presentation abilities
• Deep industry and competitive landscape knowledge
• Leadership and team motivation skills

Additional Skills (Preferred)

• Experience in the Professional Services industry and managing relationships with large global tech companies like Salesforce
• Experience managing and growing business within Private Equity portfolio companies
• Knowledge of CRM and partner management software
• Certifications in partner management or sales

Our Philosophy

We believe success comes from the right technology and people at the core. We value collaboration, continuous learning, and growth. At Kantata, you'll enjoy:

• An engaging, collaborative culture that breaks down silos
• Strong work-life balance
• Opportunities to learn from industry leaders
• A vibrant, fun, and dedicated team

We are committed to creating an inclusive workplace that respects and celebrates diversity. Kantata is an Equal Opportunity Employer.