Senior Vice President, Partners (Remote)

Tech Sales Jobs; United States; Remote; USD 260,000 - 340,000; Full time

Benefits offered by this job

Bonus/Commission structure

Medical, Dental, Vision

401(k)

Life Insurance

STD/LTD

Parental leave

FSA/HSA

EAP

Job summary

Vonage is seeking an SVP, Partners to own the global partner strategy and drive a unified, revenue-generating partner ecosystem. You’ll define archetypes, establish operating models, and lead senior partner leaders to scale partnerships across AMER, EMEA, and APAC.

You will engage at the C-suite level, shape the partner function, and align cross-BU collaboration to maximize partner-driven value and growth. This is an executive leadership role with P&L-adjacent accountability.

Qualifications

• Proven senior partner/alliance leader in global B2B SaaS/CPaaS/cloud tech with revenue targets.
• Experience building multi-archetype partner programmes (hyperscaler co-sell, VAR/SI/ISV/alliance).
• Deep commercial acumen with joint business planning and partner economics.

Responsibilities

• Own global partner strategy across all business/product areas.
• Define partner archetypes and operating model across geographies.
• Drive and measure partner-driven revenue targets and pipeline.
• Lead senior partner leaders and engage at C-suite level.

Skills

Strategy leadership

Executive presence

Partner program design

Cross-functional leadership

Geographic leadership

Tools

Salesforce

ServiceNow

Job description

SVP, Partners

Location: Work from Home -US

Department: Strategic Partner Sales

Join Vonage and help us innovate cloud communications for businesses worldwide!

Why this role matters:

Vonage is doubling down on partnerships as a primary growth engine — and this is the role that owns it all. As SVP, Partners, you will be the single executive accountable for Vonage's entire global partner strategy across both BU API and BU Apps, spanning all nine partner pillars: Hyperscalers, Independent Software Vendors, Value Added Resellers, BU Partners, Developer Platforms, System Integrators, Communications Service Providers, TSD Channel Partners, and Alliance Partners.

This is an Executive level leadership role with full P&L-adjacent accountability for the total partner ecosystem — from sell-to and sell-through motions to 360 strategic relationship management. You will set the vision, build the operating model, and lead a team of senior partner leaders to turn Vonage's partner network into a material, measurable revenue channel. If you are an operator and a visionary who can work at board level and roll up your sleeves when it counts, this role is for you.

Your key responsibilities:

Total Partner Strategy

• Own and execute Vonage's global partner strategy across all business & product areas — the first unified partner leadership role across our core Solutions Areas
• Define how each partner archetype — Hyperscalers ISVs, VARs, SIs, CSPs, Developer Platforms, and Alliance Partners — contributes to Vonage's revenue and market position
• Establish a consistent partner operating model (programme structure, tiering, incentives, rules of engagement, MDF governance) that works across the SA’s and all geographies (AMER, EMEA, APAC)
• Drive clarity on partner motion by archetype: sell-to, sell-through, and 360 strategic relationship management — ensuring each pillar has the right coverage model, owner accountability, and commercial framework

Revenue & Commercial Accountability

• Own the global partner-influenced and partner-sourced revenue targets across all SA’s, setting ambitious but credible goals and holding the team accountable for delivery
• Develop joint business plans with strategic partners (Hyperscalers, key SIs, Salesforce, ServiceNow) that align Vonage's product roadmap and GTM priorities with partner co-sell and co-build motions
• Identify and pursue net-new revenue opportunities within the partner ecosystem — including new partner recruitment, whitespace expansion, and ecosystem-led pipeline generation
• Partner closely with Sales, Product, Marketing, and RevOps to ensure partner-sourced pipeline is tracked, forecasted, and converted at the same rigour as direct business

Leadership & Organisational Development

• Lead, coach, and develop a team of senior partner leaders — including direct reports across Strategic Partnerships, TSD Channel, and Alliance programmes — fostering a high-performance, globally connected team culture
• Act as the executive sponsor for Vonage's most strategic partner relationships, engaging at C-suite and VP level with hyperscaler partner leaders, SI practice heads, and platform alliance executives
• Build the team and talent pipeline required to scale the partner function in line with Vonage's growth ambitions, working closely with Talent Acquisition on hiring and succession

Cross-Functional & Executive Engagement

• Serve as the primary partner voice at Vonage's executive level — reporting into BU leadership and representing the partner function at ELT discussions, board reviews, and investor conversations where relevant
• Drive cross-BU alignment to avoid channel conflict, ensure consistent partner experience, and unlock combined BU value propositions in the market
• Represent Vonage externally at industry events, partner summits, and strategic partner QBRs — raising the visibility and credibility of Vonage's partner brand globally

What you'll bring

Required:

• Proven track record as a senior partner or alliances leader in a global B2B SaaS, CPaaS, or cloud technology business — with direct experience owning partner revenue targets at VP or above
• Demonstrated experience building and scaling multi-archetype partner programmes (hyperscaler co-sell, VAR/reseller, SI, ISV, and/or alliance) from strategy through execution
• Deep commercial acumen with the ability to build joint business plans, model partner economics, and hold teams accountable to revenue outcomes
• Executive presence and stakeholder influence — capable of engaging at C-suite level with strategic partners and representing Vonage's partner strategy to internal senior leadership
• Experience leading geographically distributed teams across AMER, EMEA, and APAC in a matrixed, multi-BU or multi-product environment
• Strong cross-functional operator: proven ability to align Sales, Product, Marketing, and RevOps around a partner-first GTM motion
• A builder's mindset — comfortable operating in a fast-moving, evolving environment, creating structure, playbooks, and culture where they do not yet exist

Experience we consider a plus:

• Background in the communications, CPaaS, UCaaS, CCaaS, or adjacent cloud technology sector
• Familiarity with Salesforce, ServiceNow, or hyperscaler (AWS, Google Cloud, Microsoft Azure) partner ecosystems and co-sell programmes
• Experience managing a TSD/agent channel model in the enterprise communications space
• Track record of building or transforming a partner function following a company acquisition, merger, or significant structural change

How you’ll benefit:

• Company Bonus or Commission Structure (depending on the role)
• Medical, Dental, and Vision Coverage Options
• 401(k) Savings Plan
• Company-Paid Basic Life and AD&D Insurance
• Short-Term Disability (STD)
• Long-Term Disability (LTD)
• Maternity/Parental Leave
• Flexible Spending Accounts (FSA)Health Savings Account (HSA)
• Employee Support Program (EAP)
• Voluntary Supplemental Insurance
• Lifestyle Benefits
• Volunteer Time Off (VTO)
• Tuition Reimbursement - available for select positions; full details will be shared during the interview process

This role would be part of our Commission Compensation structure and overall compensation would be based on 50/50 split.

Disclaimer: The posted range represents the good faith salary for this role at the time of posting. Final compensation is determined by factors including (but not limited to) geographic location, relevant experience, specific skill sets, and internal equity.

US Pay Transparency
$260,000—$340,000 USD

There’s no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you.

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Who we are:

Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today.

Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.