Vice President, Strategic Alliances

THE HIGH LEVEL

Reporting to the COO the VP of Strategic Alliances is responsible for defining and executing the strategic partner ecosystem of the company. This includes cultivating and expanding relationships with technology vendors and distributors, aligning go-to-market strategies, driving joint marketing and sales efforts, and ensuring profitable growth through partner-driven initiatives. This role requires knowledge of IT products and services, excellent relationship-building skills, and a strong business acumen in Federal, SLED, and Commercial markets.  Based in the National Capital Region (Virginia, Maryland, DC)

WHAT SUCCESS LOOKS LIKE? 

• Strategic Impact: You’ve developed and executed a clear, measurable partner alliance strategy that aligns with Iron Bow’s business goals and drives brand awareness.
• High Performing Team: You’ve built and developed a top-tier alliance team, empowering them to innovate, collaborate, and exceed performance expectations.
• Optimized Partnerships: You’ve effectively managed and leveraged campaigns with key technology partners and drive joint revenue growth.
• Visionary Leadership: You lead with clarity and conviction – navigating complex, fast paced environments while inspiring confidence across internal and external stakeholders.
• Cross-Functional Collaboration: You’ve established a seamless working relationship with sales and partner alliances, ensuring alignment across go-to-market strategies.
• Relationship Builder: You're great at getting results and understand how important alliances are for our team. You work hard to achieve program goals, even when things are always changing.
• EQ-Infused Leader: You’re a force driven by emotional intelligence, believing that empathy, intuition, and strong leadership set the tone for triumph and results-oriented success.
• Problem Solver: You're quick to find solutions to customer problems, and you're always ready to adapt to new situations and changes.
• Business-Minded: You don't just support Strategic Alliances; you embrace how our products can help businesses succeed.

 WHAT YOU’LL BE DOING

• Strategic Partner Management: Develop and maintain relationships with key OEMs and distributors.
• Go-to-Market Strategy: Design and execute joint GTM strategies with partners, including co-selling, co-marketing, and solution bundling.
• Alliance Development: Identify and recommend new strategic partners that align with the company’s technology stack, customer needs, and revenue goals.
• Sales Support: Support the sales organization with OEM specific programs to include deal registration programs, and special incentive structures.
• Performance Tracking: Establish KPIs to evaluate the performance of partner programs, campaigns, and overall alliance contributions to sales.
• Cross-functional Leadership: Collaborate closely with Sales, Marketing, Office of the CTO, and Professional Services teams to ensure cohesive execution of partner strategies.
• Contract & Compliance Oversight: Negotiate and manage partner agreements, ensuring compliance with legal, financial, and program requirements.
• Market Intelligence: Stay informed on industry trends, partner strategies, and competitor alliance activity to guide strategic decisions.
• Leadership: Direct a team of individuals that supports the successful execution of the key responsibilities.

YOUR VALUE PROP FOR OUR TEAM 

• 10+ years in IT channel sales, partner management, or strategic alliances, preferably at a VAR or systems integrator.
• 5+ years in a senior leadership role managing alliances or partnerships.
• Deep understanding of the IT channel ecosystem (hardware, software, cloud, managed services, and distribution) as well as Federal, SLED, and Commercial markets.
• Proven experience working with major OEMs in the IT market.
• Strong financial and business acumen, with experience managing revenue targets and P&L responsibility.
• Excellent negotiation, communication, and presentation skills.
• Bachelor’s degree in Business, Marketing, or a related field

TRAVEL REQUIREMENTS

• This position is based in the National Capital Region (Virginia, Maryland, DC) and requires 30% travel.

WHY YOU’LL LOVE IT!

• Collaborative Environment - Collaboration isn’t a buzzword, it's the key to our success. You’ll seamlessly collaborate with our Engineering, Chief Technology Office, Chief Strategy Office, Sales and Marketing teams for precise alignment and propelling opportunities towards excellence.
• Integrity – Upholding honesty and authenticity in every client interaction cements our reputation as a trustworthy partner.
• Transformation – Join us in redesigning the customer and employee experience, for unparalleled success.
• Thriving Culture – Our company culture isn’t just about work; it’s about promoting an environment where innovation flourishes, ideas are heard, and growth is supported. We value diversity, creativity, and foster an atmosphere that fuels your professional journey.
• Impactful Work: You'll be part of meaningful projects that make a difference.
• Innovation and Excellence: We're at the forefront of our industry, pushing boundaries and forward-thinking initiatives.
• Flexibility & Autonomy: We encourage our team members to excel and make decisions.
• Resources: Access the tools and support needed to succeed, we’re heavily invested!
• Rewards, Recognition & Exceptional Leadership: Best of all, our compensation plans are designed to reward & motivate  Our leaders are there to provide expert guidance for your growth and success.

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