AVP, Alliances & Partnerships

Responsibilities

• Partner strategy & portfolio ownership
• Define the partner strategy and operating model (which partners, which motions, where to focus) aligned to Campus Guard’s growth and profitability objectives.
• Build and manage a prioritized partner portfolio across consulting, tech vendors, channel/resellers, marketplaces, and associations; recruit, tier, develop, and exit partners as needed.
• Build a scalable partner program
• Design and implement partner program mechanics: segmentation/tiering, onboarding, enablement, partner-facing assets, internal playbooks, and an execution cadence (e.g., pipeline reviews, joint plans, QBRs, etc.).
• Establish clear rules of engagement for attribution, deal governance, and handoffs (partner-sourced vs partner-influenced vs resell/marketplace), and drive internal adherence.
• Operationalize with Sales, Marketing, and Delivery
• Partner with Sales to identify partner-generated, partner-influenced, and partner-enabled opportunities; ensure qualified opportunities are routed to the appropriate sales owners for follow-up.
• Support Sales through partner account mapping, joint pipeline creation, opportunity qualification, sales playbooks, talk tracks, pricing/packaging guidance, and deal support.
• Partner with Marketing to plan and execute partner-related campaigns, webinars, events, thought leadership, sponsor ships, marketplace promotions, and lead-generation activities.
• Activate co-sell and sell-with motions with partner sales teams, including joint account planning, pipeline reviews, opportunity mapping, and field enablement.
• Manage partner-sourced and partner-influenced motions, including lead intake, routing, attribution, follow-up expectations, reporting, and continuous improvement.
• Manage marketplace distribution and resell motions, including listings, packaging, pricing guardrails, partner economics, enablement, renewals, and expansion.
• Establish services co-delivery and subcontractor standards, including delivery handoffs, quality assurance, scope control, margin management, escalation paths, and customer experience expectations.
• Commercials, contracting, and governance
• Lead partnership business planning and negotiation (rev share, referral fees, reseller terms, delivery subcontract terms) in collaboration with Finance/Legal, including compliance/security requirements where applicable.
• Influence internal commercial policies and processes to support successful indirect motions (e.g., discounting/approvals, packaging, attribution, delivery handoff).
• Manage the partnerships budget (e.g., sponsor ships, marketplace fees, MDF, enablement investments, etc.) and track ROI.
• Partner relationship management
• Serve as the primary business owner for strategic partner relationships and maintain regular communication with partner stakeholders.
• Develop and manage joint business plans with priority partners, including shared goals, target accounts, planned campaigns, enablement needs, pipeline expectations, and success metrics.
• Coordinate executive alignment with key partners, including leadership touchpoints, QBRs, issue resolution, renewal/expansion discussions, and strategic roadmap conversations.
• Monitor partner health and engagement, including responsiveness, activity levels, pipeline contribution, delivery performance, customer feedback, and continued strategic fit.
• Measurement & executive visibility
• Build a partner performance system and executive reporting: partner-sourced pipeline, partner-influenced bookings, conversion rates, velocity, marketplace revenue, margin impact, and time-to-first-value by partner/motion.
• Represent Campus Guard externally with partners and at industry events to elevate ecosystem visibility and accelerate strategic relationships.

• 10+ years leading alliances/partnerships/channel initiatives, with a track record of building and scaling partner programs that produce measurable outcomes.
• Demonstrated results driving partner-sourced and partner-influenced pipeline/revenue through repeatable co-sell and co-marketing motions.
• Experience working with consulting firms/SIs/GSIs and executing co-sell and/or co-delivery motions across complex stakeholder groups.
• Background in negotiating and structuring partnership commercials (e.g., rev share, referral fees, marketplace/resell economics, subcontract delivery models).
• Preferred: cybersecurity and/or IT services experience.
• Preferred: familiarity selling into higher education and/or public sector.