SVP, Partners
Listed on 2026-10-04
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Management
Client Relationship Management, BD Manager, Account Manager -
Sales
Client Relationship Management, Account Manager
Why this role matters:
Vonage is doubling down on partnerships as a primary growth engine — and this is the role that owns it all. As SVP, Partners, you will be the single executive accountable for Vonage's entire global partner strategy across both BU API and BU Apps, spanning all nine partner pillars:
Hyperscalers, Independent Software Vendors, Value Added Resellers, BU Partners, Developer Platforms, System Integrators, Communications Service Providers, TSD Channel Partners, and Alliance Partners.
This is an Executive level leadership role with full P&L-adjacent accountability for the total partner ecosystem — from sell-to and sell-through motions to 360 strategic relationship management. You will set the vision, build the operating model, and lead a team of senior partner leaders to turn Vonage's partner network into a material, measurable revenue channel. If you are an operator and a visionary who can work at board level and roll up your sleeves when it counts, this role is for you.
Your key responsibilities:- Own and execute Vonage's global partner strategy across all business & product areas — the first unified partner leadership role across our core Solutions Areas
- Define how each partner archetype — Hyperscalers ISVs, VARs, SIs, CSPs, Developer Platforms, and Alliance Partners — contributes to Vonage's revenue and market position
- Establish a consistent partner operating model (programme structure, tiering, incentives, rules of engagement, MDF governance) that works across the SA’s and all geographies (AMER, EMEA, APAC)
- Drive clarity on partner motion by archetype: sell-to, sell-through, and 360 strategic relationship management — ensuring each pillar has the right coverage model, owner accountability, and commercial framework
- Own the global partner-influenced and partner-sourced revenue targets across all SA’s, setting ambitious but credible goals and holding the team accountable for delivery
- Develop joint business plans with strategic partners (Hyperscalers, key SIs, Salesforce, Service Now) that align Vonage's product roadmap and GTM priorities with partner co-sell and co-build motions
- Identify and pursue net-new revenue opportunities within the partner ecosystem — including new partner recruitment, whitespace expansion, and ecosystem-led pipeline generation
- Partner closely with Sales, Product, Marketing, and Rev Ops to ensure partner-sourced pipeline is tracked, forecasted, and converted at the same rigour as direct business
- Lead, coach, and develop a team of senior partner leaders — including direct reports across Strategic Partnerships, TSD Channel, and Alliance programmes — fostering a high-performance, globally connected team culture
- Act as the executive sponsor for Vonage's most strategic partner relationships, engaging at C-suite and VP level with hyperscaler partner leaders, SI practice heads, and platform alliance executives
- Build the team and talent pipeline required to scale the partner function in line with Vonage's growth ambitions, working closely with Talent Acquisition on hiring and succession
- Serve as the primary partner voice at Vonage's executive level — reporting into BU leadership and representing the partner function at ELT discussions, board reviews, and investor conversations where relevant
- Drive cross-BU alignment to avoid channel conflict, ensure consistent partner experience, and unlock combined BU value propositions in the market
- Represent Vonage externally at industry events, partner summits, and strategic partner QBRs — raising the visibility and credibility of Vonage's…
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