Partner Leader (Vice President of Partnerships)

About Us:

Lightbend is a leader in the software industry, providing cutting-edge Platform-as-a-Service (PaaS) solutions that help companies drive digital transformation. We are passionate about empowering businesses with real-time data processing and innovative cloud-native architecture. As we continue to expand, we are looking for a talented and motivated Partner Leader to help us build and manage strategic partnerships that will shape the future of our business.

Position Overview:

As the Partner Leader, you will be responsible for spearheading the strategic development and execution of partnerships that elevate our solutions and extend our market reach. You will identify, establish, and nurture relationships with key technology and consulting partners, ensuring alignment with our goals and fostering growth for both parties. In this role, you will negotiate agreements, manage partner onboarding, and oversee performance metrics to ensure successful outcomes. You will collaborate closely with internal teams to integrate partner technologies into our product offerings and represent Lightbend at industry events to explore new partnership opportunities. Your strategic acumen and relationship-building skills will be crucial in driving the success of our partnerships and enhancing our position in the PaaS industry.

Key Responsibilities:

1. Identify, evaluate, and pursue strategic partnerships that enhance product offerings and expand market presence.
2. Build and maintain long-term relationships with technology, cloud, and consulting partners, driving mutual growth and collaboration.
3. Lead negotiations and finalize partnership agreements, ensuring alignment with Lightbend’s objectives.
4. Collaborate with internal teams (e.g., sales, product, marketing) to integrate partner solutions into the Lightbend product ecosystem.
5. Track and analyze key performance indicators (KPIs) to measure the success of partnerships and identify opportunities for continuous improvement.
6. Represent Lightbend at industry conferences and partner events to promote partnership opportunities and increase brand visibility.
7. Organize training and enablement programs for partners to ensure the successful deployment and adoption of joint solutions.
8. Stay abreast of industry trends and competitive landscapes to identify new partnership opportunities.
9. Ensure cross-functional alignment across Lightbend to seamlessly execute partnership strategies.

Reports to: Chief Revenue Officer

Qualifications:

1. 7+ years of experience building and managing partner organizations.
2. Strong communication and interpersonal skills, with the ability to build relationships and collaborate across various stakeholders in a remote-first environment.
3. Proven experience managing multiple projects and priorities in a fast-paced, dynamic setting.
4. Extensive background in partnership management, business development, or strategic alliances in the tech industry, ideally in cloud or PaaS sectors.
5. Must have experience building out partner programs with a focus on go-to-market strategies, including resellers, hyperscalers (Google and AWS), Global Systems Integrators (Infosys), and Regional Systems Integrators.
6. Experience with infrastructure software and familiarity with the DevSecOps space is important.
7. Deep understanding of enterprise software, cloud-native architectures, and partner ecosystems.

Benefits:

1. Competitive salary.
2. Comprehensive health, dental, and vision insurance.
3. Opportunities for professional growth and continuous learning.
4. Flexible work schedule and fully remote working environment.
5. Collaborative and inclusive company culture.

Where You’ll Work:

Lightbend operates as a fully remote organization. This role is remote US-based.

Lightbend is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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