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VP, Global Strategic Alliances & Partnerships

London, United Kingdom | iCIMS

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    10-12 years
Job Description:
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The VP, Partnerships drives the operational strategy and has input into the strategic direction of the customer experience through oversight of Partners team. The VP, Partnerships leads a team responsible for building and managing business relationships with our technology, service provider and strategic partners. S/he owns the development and execution of strategies driving revenue generation through the Partner Ecosystem. The VP, Partners is recognized as an influential leader within and outside the organization, consistently working with abstract ideas or situations across functional areas of the business. An ideal candidate will have a strong Partners background across multiple geographies on a global basis. This position will be based in Europe. The preferred countries are either the UK or Ireland so valid work authorization is required. The VP, Partners reports to the Chief Operating Officer.

About Us

Headquartered in Holmdel, NJ, iCIMS is a high-growth Software-as-a-Service (SaaS) company that was recently named #16 on Glassdoor’s 2019 Best Places to Work list. With multiple locations across the U.S. and around the globe, we are the industry’s #1 recruitment software provider, delivering technology that supports approximately 4,000 contracted customers. Dedicated to maintaining an inclusive, inspirational and innovative work environment, and committed to our consistent growth, we have a wide range of opportunity for career advancement within our organization. Come grow with us—apply today!



Collaborate with the COO to establish the vision and strategy to drive world class excellence within the Partnership team

Develop and implement short and long-term strategic plans to meet key business objectives including gross revenue, increased pipeline,increasing renewal rates and reducing churn, identifying opportunities for to drive revenue growth, and support new business growth through greater customer advocacy and reference-ability


Consult on strategic initiatives and opportunities to drive innovation and value for partners and customers

Partner with key internal stakeholders (including Sales, Account Management and Technology) to drive a seamless and continuously improving experience for internal and external customers & partners

Focus on the performance, culture and overarching processes to ensure they are aligned with corporate, partner, and customer objectives and provide the best partner and customer experience and consistently achieve productivity, SLA performance and partner satisfaction targets

Focus on building and improving process efficiencies within the Partner team to drive both a partner and Customer Experience Second to None

Assume a leadership role in the development and management of Resource Allocation, Project Scope, and issues


Manage multi-channel partner program including identifying new business opportunities, recruiting channel partners, negotiating partner agreements and supporting partner sales

Develop and execute strategic growth initiatives through external partnerships to drive revenue and bottom-line contribution

Provide overall partner relationship management and act as the central point of contact for channel resellers and System integrator  

Proactively coordinate with leadership to develop and execute business plans with mutual performance objectives, financial targets and critical milestones associated with each partner opportunity

Coordinate channel sales initiatives with the marketing and direct sales teams

Establish processes to maintain alignment with and provide partner feedback to product and technology, marketing and direct sales teams

Manage potential channel conflicts with direct sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement

Lead strategy sessions with divisional leadership teams on new business and growth opportunities

Prepare structured, executive-level presentations to share strategy, recommended course of action and team performance

Lead the negotiation and administration of agreements between the company and external partners ensuring adherence to company policies and procedures

Liaise with internal General Counsel and functional leaders to develop contractual agreements with external partners

Manage external partners’ adherence to contractual obligations and regulatory governance through day-to-day operational engagement as well as quarterly business reviews

Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues with partners

Monitor partner’s business results and work with internal functional leaders in making recommendations and deploying best practices


Track and report sales metrics by channel, forecast monthly channel sales, and manage channel sales pipeline

Lead cost/benefit analysis and risk assessments to evaluate feasibility and profitability of potential external partnerships


The ideal candidate should have a minimum 10 years of experience in relevant channel, partner, business development positions

Proven experience scaling a Partnership function and teams across geographies to support a growing global enterprise customer base

Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.

Demonstrated track record working with C suite Executives and Boards, equally comfortable addressing large public audiences or senior level customers

Exceptional problem-solving ability, and practical experience in delivering complex solutions in a fast-moving, high-growth global business landscape. Adaptability in pressure situations, and empathy for partners and staff

A self-starter with the demonstrated ability to take initiative, who can proactively identify issues/opportunities and recommend actions

Strong results orientation with a proven track record of flawless execution and strong attention to detail

Strategic analysis/creative problem solving, business judgment and financial acumen are required

Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.

Experienced in Global markets, customs and individual country business protocols and dynamics

General working knowledge of IT industry structure, including key categories of and relationships between technology vendors, channels, systems integrators, and service providers

Ability to measure and report on partner/alliance progress in quantitative and qualitative terms

Demonstrated success in developing, managing and evolving high impact partners/alliances

Excellent interpersonal, facilitation, and communication skills

Fluency in English required; language proficiency in French, German, Spanish desired

Travel approximately 50%

Education/Certifications/Licenses Required

BS/BA degree desired; or equivalent combination of education and experience

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