VP, Global Channel & Alliances

The world is about to be transformed rapidly with the power of Data and GenAI. Securiti.ai is at the heart of enabling safe and responsible use of Data and AI. If you are passionate about contributing to something impactful on a global scale, you are at the right place.

We are looking for a Vice President of Global Channels and Alliances. This is a senior executive role responsible for building, leading and scaling the Partnership function.  You’ll own the entire lifecycle of Partnerships from identifying and securing new strategic partners to deepening and expanding relationships with existing ones. This is a critical, high-impact role in a fast-growing company, focused on driving growth through a partner-first approach. This role will be accountable not only for partner-sourced and influenced revenue but also for partner-led implementation excellence, ensuring our customers achieve fast time-to-value and high adoption through our partner network.

The right person will bring extensive business development as well as partner deployment/SI experience, as our Partners are key to driving both net new business, as well as delivering successful customer outcomes.  

While you'll shape the long-term partnership strategy, this is also a hands-on role—especially in the early stages. You'll be actively in the field, driving execution alongside strategy, setting the foundation for how Securiti.ai builds and grows with partners. You will work closely with cross-functional teams including Sales, Product, Customer Success, and Marketing to ensure that partnerships align with business objectives, bring meaningful value to our customers, and contribute to our long-term success.

Key Responsibilities

• Strategy and Leadership: Develop and execute a comprehensive global channel and alliance strategy that aligns with the company's overall business objectives. This includes defining partner types (e.g., system integrators, CSPs, resellers, technology partners), setting revenue targets, and creating a roadmap for growth.

• Partnership Management: Recruit, onboard, and manage a diverse ecosystem of partners. This involves negotiating contracts, fostering executive-level relationships, and ensuring partnerships are mutually beneficial. The VP is the primary point of contact for key strategic partners, including creating joint business plans, holding QBRs, and supporting escalations from customers and/or internal teams.

• Revenue Generation: Drive revenue growth through partners by developing and implementing sales programs, co-marketing initiatives, and incentive programs. This role is responsible for tracking and reporting on a joint sales pipeline to meet or exceed quarterly and annual bookings targets.

• Delivery Success, Enablement and Training: Ensure partners are equipped to sell and deliver the company's solutions effectively. This involves working with the enablement teams to develop sales + delivery training programs, providing resources, and offering ongoing support to partners so they have the necessary knowledge and tools to successfully sell and deliver our solutions.

• Team Leadership: Build and lead a high-performing team of alliance managers and directors. This includes attracting and developing talent, providing mentorship, and fostering a culture of collaboration and high performance.

• Cross-Functional Collaboration: Work closely with internal teams such as sales, marketing, product, and customer success to ensure partner initiatives are aligned with company goals. This role will act as a key advocate for partners within the organization.

• Experience: Extensive experience (typically 10+ years) in channel sales, business development, or strategic partnerships, with a proven track record of success in senior leadership roles. Experience in a B2B SaaS environment and/or Data Security and AI is a plus.

• Partner background: Deep expertise and understanding of the Partner landscape, having worked extensively at an executive level with GSIs, RSIs, VARs and/or CSPs (e.g. AWS, Google)

• Building and scaling a Global Channel team: Experience building a partnership function from the ground up or scaling an early-stage program through to maturity

• Execution relationship management: Ability to develop, grow and sustain Partner relationships at the Executive level, including representing Securiti.AI at Partner events, and acting as the Executive point of contact for all Partner related issues

• Strategic Thinking: Ability to analyze market trends, identify growth opportunities, and develop long-term channel strategies. Ability to set ambitious goals, and translates goals into actionable partnership initiatives

• Leadership and Communication: Strong leadership skills to build and manage a team, as well as excellent communication, negotiation, and relationship-building skills to engage with internal and external stakeholders at all levels. .

• Business Acumen: Deep understanding of sales processes, financial oversight, and data-driven decision-making to manage budgets and measure partner performance

• Self-directed: ability to set direction, roll your sleeves up and drive action and accountability working across functions in a fast-paced, growing company.