It’s never been a more exciting time to join Vistra.
At Vistra our purpose is progress. We believe that our clients have the power to change the world and to do great things for global progress, and we exist to remove the friction that comes from the complexity of global business – to help our clients achieve progress without friction.
But progress only happens when people come together and take action. And we’re absolutely committed to building a culture where our people can do just that.
We have an exciting opportunity to join our commercial team as Vice President of Partnerships .
Reporting to the Executive Vice President Global Solutions North America, this is a senior leadership role responsible for developing, managing, and optimizing strategic partnerships with partner companies in the international expansion industry. This individual will act as a key bridge between our company and its network of partners, driving collaboration, business growth, and mutual success. Key success measures include the volume of partner-sourced deals and Annual Contract Value (ACV) generated through partnerships.
Key responsibilities:
Partnership Development & Strategy
- Identify and formalize relationships with 7–15 high-value partner companies within the international expansion industry.
- Develop a strategic roadmap for partnership acquisition and growth, focusing on aligning with the company’s sales and revenue goals.
- Ensure each partnership agreement outlines clear objectives, roles, and mutual expectations.
ACV and Revenue Contribution
- Drive significant deal flow from partnerships, contributing at least 25–40% of the company’s sales pipeline.
- Achieve or exceed annual revenue targets (e.g., Annual Contract Value or ACV) generated through partnerships.
- Establish co-selling frameworks to optimize partner-driven revenue opportunities.
Communication & Relationship Management
- Maintain proactive and transparent communication with all partners, becoming their trusted advisor and point of contact.
- Schedule and execute Quarterly Business Reviews (QBRs) with every partner to evaluate performance, share insights, and discuss growth opportunities.
- Foster collaborative relationships that create long-term value for both parties.
Mutual Referrals
- Build and implement a structured mutual referral program, ensuring a consistent and reciprocal flow of high-quality leads.
- Track and report on referral outcomes, ensuring fairness and alignment in value exchange with partners.
Cross-Functional Collaboration
- Act as a bridge between partners and internal teams, ensuring seamless integration of partner-generated leads into the sales pipeline.
- Work with Marketing to co-develop campaigns, thought leadership, and joint events that elevate both the company and its partners.
- Liaise with Product and Service teams to address partner-specific needs and adapt offerings as needed.
Performance Measurement & Reporting
- Consistently track, analyze, and report on key partnership metrics, including:
- Volume and quality of partner-sourced deals.
- ACV generated from partnerships.
- QBR completion rates and outcomes.
- Number and value of mutual referrals exchanged.
- Regularly present insights and partnership ROI to executive leadership.
Partner Enablement
- Educate partners on the company’s value proposition, services, and processes to ensure they are equipped to identify and refer qualified opportunities.
- Provide partners with the tools, training, and resources needed to sell and promote the company effectively.
Market Leadership
- Stay informed about industry trends, competitive dynamics, and partner needs to continuously refine partnership strategies.
- Represent the company at industry events, trade shows, and conferences to strengthen partner relationships and build new ones.
Conflict Resolution
- Act as the primary problem-solver for partnership-related challenges, ensuring timely resolution of conflicts and misalignments.
- Navigate complex partner dynamics diplomatically, preserving relationships while protecting the company’s interests.
Long-Term Value Creation
- Ensure that partnerships are mutually beneficial, delivering measurable value to both the company and its partners over time.
- Continuously evaluate partnerships to identify opportunities for deeper collaboration, joint innovation, or co-investment.
Data-Driven Decision Making
- Track and analyze KPIs, including incoming deal volume, ACV generated, QBR attendance, and mutual referral numbers.
- Create and deliver regular reports to the executive team on partnership performance and ROI.
Key Requirements:
Experience
- 10+ years of experience in partnerships, business development, or a related role, ideally within the international expansion, SaaS, or services industry.
- Proven track record of managing and scaling strategic partnerships that deliver measurable business outcomes.
Skills
- Exceptional communication, negotiation, and relationship-building skills.
- Strong strategic thinking and ability to align partner goals with company objectives.
- Analytical mindset with proficiency in CRM tools (e.g., Salesforce) and partnership management platforms.
- Ability to lead cross-functional teams and influence without direct authority.
Personal Attributes
- Results-driven with a strong focus on measurable outcomes.
- Highly collaborative, organized, and proactive in managing partner relationships.
- Adaptable to the fast-paced, evolving nature of the international expansion industry.
Company Benefits:
- Unlimited PTO
- Blue Cross Blue Shield of MA
- 401K Plan - Fidelity, 50% match for first 8%
If you are excited about working with us, we encourage you to apply or have a confidential chat with one of our Talent Acquisition team members. Our goal is to make this a great place to work where all our people can thrive. We hope you join us on this exciting journey!