Partner Leader (Vice President of Partnerships)

Lightbend - San Francisco, CA

Full-time - Senior

Remote - San Francisco, CA

Publishing Industries

About the position

The Partner Leader (Vice President of Partnerships) at Lightbend is responsible for developing and executing strategic partnerships that enhance the company's solutions and market reach. This role involves identifying and nurturing relationships with key technology and consulting partners, negotiating agreements, managing partner onboarding, and overseeing performance metrics to ensure successful outcomes. The Partner Leader will collaborate with internal teams to integrate partner technologies into Lightbend's offerings and represent the company at industry events to explore new partnership opportunities.

Responsibilities

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

Requirements

• 7+ years of experience building and managing partner organizations.
• Strong communication and interpersonal skills, with the ability to build relationships and collaborate across various stakeholders in a remote-first environment.
• Proven experience managing multiple projects and priorities in a fast-paced, dynamic setting.
• Extensive background in partnership management, business development, or strategic alliances in the tech industry, ideally in cloud or PaaS sectors.
• 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.
• Experience with infrastructure software and familiarity with the DevSecOps space is important.
• Deep understanding of enterprise software, cloud-native architectures, and partner ecosystems.

Benefits

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