Description:
We are looking for talented, mission-driven individuals to join our team as we create innovative technology solutions that inspire and empower people to release the passion in every person, including you, to be all they were created to be. If you’re ready to make an impact with your talents and skills toward this purpose, we’d love to hear from you!
The Opportunity
We are building something very special at Gloo. Here is a unique opportunity to get in early as a key contributor to Gloo’s Enterprise GTM team in North America.
The VP of Business Development and Partnerships will be responsible for developing and executing a visionary partnership strategy that accelerates market penetration, generates new revenue streams, and enhances product value through key technology, channel, and ecosystem alliances, aligning with the overall business objectives of Gloo and our Capital Partners.
This senior leadership role will take the lead in creating strategies for revenue growth by identifying and recruiting new partnerships and strategic alliances, managing and expanding existing partnerships, and leading teams to expand the customer base by focusing on strategic alliances, market expansion within the cloud and SaaS tech landscape.
What You’ll Be Doing
- Strategy & Vision: Develop and execute a comprehensive partnership strategy, creating a clear vision for growth and innovation, and identifying new market opportunities
- Partner Identification & Acquisition: Prospect, vet, and secure strategic alliances with technology providers, resellers, and other key ecosystem players
- Deal Negotiation & Management: Lead complex negotiations, structure agreements, and manage the entire partnership lifecycle from outreach to ongoing engagement
- Cross-Functional Leadership: Collaborate deeply with internal teams (Sales, Marketing, Product, Engineering) to align partner initiatives with company goals and ensure seamless execution
- Revenue & Performance Management: Drive aggressive revenue growth and measurable business outcomes through partnerships, managing pipelines, forecasts, and key performance indicators (KPIs)
- Ecosystem Development: Build a sustainable ecosystem that expands market reach and enhances product value, often focusing on digital transformation and customer ROI
- Team Leadership: Build, mentor, and lead a high-performing team, fostering a culture of innovation, accountability, and collaboration
- Market & Industry Acumen: Stay ahead of industry trends, leverage data, and develop unique points-of-view to differentiate the company in the market
What We’re Looking For
- Bachelor's Degree in Business Administration, Marketing, Sales, Information Technology, or a related field
- Preferred: Master's Degree (MBA) or relevant postgraduate qualifications
- 8+ years of demonstrated success in recruiting, managing, and growing strategic revenue generating technology and reseller partnerships within the SaaS market
- Proven track record of consistently exceeding revenue quotas and customer retention goals
- Experience navigating complex client relationships, working with C-level executives and diverse stakeholders in large partners
- Solid understanding of cloud computing concepts (IaaS, PaaS, SaaS) and the value proposition of managed IT services
- Experience with account planning, forecasting, and driving partner success initiatives
- Current on AI/tech trends, competitive landscape, and customer needs
- Proficiency in using CRM software (e.g., Salesforce, HubSpot) for account management, forecasting, and reporting
- Proven track record and understanding of the faith-based and/or non-profit sector is a plus
- Experience working with Snowflake, Salesforce, MS 365, Workday, DataBricks, NetSuite, AWS, Azure, GCP a big plus