Vice President, Partnerships

Remote US/Canada

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PagerDuty Inc.
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Posted 1 week ago

Together we’re building a company that will endure and products people will love for generations to come.
We believe that people do their best in a culture that fosters inclusion, innovation, and success. Our values - Champion the Customer, Take the Lead, Run Together, Ack + Own and Bring Yourself - serve as the foundation of our collaborative and dynamic culture.
Whether it’s conducting a retrospective, participating in our bi-annual hack weeks, cranking out a new product feature, supporting our two PagerDuty bands, or doing our day to day work, Dutonians live and breathe these five values every day. Together, we solve real customer issues and fulfill our mission of connecting teams to real-time opportunities and elevate work to the outcomes that matter.
We’re building an inclusive workplace that represents the real, everyday people we support around the world. From how we build our teams to who sits in the boardroom, we hope you can see yourself at PagerDuty.
Why We Need You
As PagerDuty prepares for our next phase of growth, we are excited to launch the search for a Vice President of Partnerships. Reporting into the CRO, they will lead a team of channel experts responsible for our indirect go to market strategy, sales and programs.  In this role you will manage a team providing PagerDuty solutions to ISV, GSI, Cloud and reseller partners.  In today’s world many partners are also customers.  We take a 360-degree approach with our partner relationships and this selling motion of selling to, through, and with, needs to be executed in a tightly-coordinated fashion.  Our momentum with alliances, channels, and the partner ecosystem is growing.  In this role, you will strategically plan and work with many parts of the organization to deliver a cross-functional GTM strategy to engage our current and potential partners to accelerate revenue across the world.
PagerDuty is looking for an individual with a successful track record of understanding company strategy and defining integrated ways to grow revenues across a broad partner ecosystem.  Key focus areas will be on ISVs, Cloud Partners, GSI and resellers. Our channel focus is essential to our growth strategy and we are seeking someone who understands the broader partner landscape and can define and execute a plan to grow all our strategic areas of our partnerships.
*Remote position, anywhere in the US. Candidate must be eligible to work with any US employer

How You Impact Our Vision

  • Driving consistent and predictable channel bookings, partner sourced deals through joint business planning and ongoing channel enablementIdentifying, recruiting, enabling and managing partners (Global SIs, Regional SIs, VARs, Referral Partners, etc) to support business goals and to execute channel sales strategies
  • Working closely with PagerDuty business and sales teams on development, tracking, and reporting goals and objectives, forecasts, key metrics and definitions of success for each partner account
  • Creating and driving overall channel account strategy and development of a PagerDuty competency across priority channel partners
  • You will build relationships across partner sales team to drive PagerDuty value prop, GTM activities and sell-through opportunitiesSupporting regional partner events like partner roadshows, Meetups, partner summits etc. along with marketingManaging partnership and sales engagement to over-achievement of partner sales targets
  • You will be partnering with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure
  • Partner with teams develop and drive a business plan and overall strategy with each partner. The plan should be based on a deep understanding of the partners’ geographical and vertical focus, their products, strategies and customers. Drive monthly, quarterly, and annual progress against strategic goals within plan.

About You

  • 15+ years of industry experience within partnership/alliances, sales, marketing, business development
  • 7+ years of direct channel sales/management experience within the software space
  • Ideal candidate is well rounded and has experience working with several of our key routes to market in the channel (ISV, Cloud, Resellers and Global System Integrators)
  • Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use
  • Working knowledge of data management and cloud environments preferred
  • Bachelor’s Degree
PagerDuty offers:- Competitive salaries and company equity- Comprehensive benefits package including: medical, dental, and vision plans for you, your spouse and family- Generous parental leave- Paid vacation (3 weeks vacation your first year, 4 weeks afterwards) in addition to paid holidays and ample sick leave- Opportunities to get involved in PagerDuty's Employee Resource Groups (ERGs) and other diversity initiatives. ERGs are self-organized, employee-run communities focused on advancing a sense of belonging and inclusion for all - members, advocates, and allies.- Paid employee volunteer time - 20 hours per year- Bi-annual company wide hack weeks
PagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. PagerDuty is for people. Meaning, we extend opportunities to a broad array of candidates, including those with diverse workplace experiences and backgrounds. Whether you're new to the corporate world, returning to work after a gap in employment, or simply looking to transition or take the next step in your career path, we are excited to connect with you.
PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process.  Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
Our stewardship of the data of many thousands of customers means that a background check is required to join PagerDuty. We will, nonetheless, consider for employment qualified applicants with arrest and conviction records in a manner consistent with local requirements.
PagerDuty uses the E-Verify employment verification program.
To all recruitment agencies: PagerDuty does not accept agency resumes. Please do not forward resumes to our jobs alias, PagerDuty employees or any other company location. PagerDuty is not responsible for any fees related to unsolicited resumes.
Job tags: Cross-functional Recruiting SIS
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