VP of Strategic Alliances

Role Overview

• Define and execute a comprehensive alliance strategy across GTM, product, and delivery partnerships aligned to Aravo’s growth objectives.
• Shape Aravo’s ecosystem strategy to strengthen category leadership in Third-Party Risk Management and GRC.
• Serve as a trusted executive partner to internal leaders and external alliance executives, including GSIs, consulting firms, and technology partners.
• Drive measurable sourced and influenced pipeline, co-sell success, and improved win rates through partner channels.
• Establish joint account planning, co-selling motions, and partner-driven demand generation programs.
• Influence competitive positioning by leveraging alliances to shape RFPs and buyer perception.
• Build and scale global partnerships across North America, EMEA, and APAC.
• Develop and manage strategic relationships with Global System Integrators (PwC, EY, Deloitte, KPMG, Accenture), advisory firms, and risk/compliance specialists.
• Enable GSIs and partners to deliver enterprise implementations and managed services at scale.
• Partner with Product and Engineering to prioritize integrations, data partnerships, and co-innovation opportunities.
• Expand Aravo’s integration ecosystem, app marketplace, and data enrichment partnerships.
• Evaluate AI, risk intelligence, and continuous monitoring partners for strategic fit and roadmap alignment.
• Build alliance programs from the ground up, including partner tiers, certifications, incentives, governance, and operating cadence.
• Establish partner KPIs, dashboards, and ROI models to measure impact and optimize performance.
• Lead complex negotiations for strategic agreements, revenue sharing, SOWs, and long-term partnership contracts.

Requirements

• 10–15+ years of experience in enterprise SaaS partnerships, strategic alliances, or business development, with a demonstrated ability to build and scale partner ecosystems in high-growth B2B software environments.
• Proven track record of driving meaningful ARR growth through partner channels, including helping scale revenue from approximately $50M to $100M+ by increasing partner-sourced and partner-influenced pipeline, improving win rates, and expanding enterprise deal value.
• Demonstrated ability to evaluate, prioritize, and structure partnerships that deliver strategic differentiation, product extensibility, and revenue impact.
• Strong familiarity with Third-Party Risk Management (TPRM), vendor governance, compliance, and broader GRC landscapes.
• Working knowledge of enterprise regulatory and risk drivers, including operational resilience, supply chain risk, cybersecurity assessments, and evolving regulatory expectations.
• Ability to translate complex regulatory and risk requirements into scalable partnership and solution strategies.
• Proven success creating, scaling, and governing global alliance programs across North America, EMEA, and APAC.
• Experience structuring global implementation and delivery partnerships, including regional enablement models, centers of excellence, and cross-border operating frameworks.
• Demonstrated ability to lead and influence partners across diverse markets, cultures, and regulatory environments.
• Extensive experience building and managing strategic relationships across complex enterprise ecosystems, including Global System Integrators (GSIs) such as PwC, EY, Deloitte, KPMG, Accenture, and similar firms.
• Third-Party Risk, Compliance, and Advisory Firms supporting enterprise governance, risk, and regulatory initiatives.
• Data Providers and Risk Intelligence Platforms that enable risk enrichment, continuous monitoring, and decision intelligence.
• Technology Alliance Partners, including GRC platforms, procurement solutions, ITSM providers, and continuous monitoring technologies.

Tech Stack

• Cyber Security
• ITSM

Benefits

• 100% Employer Paid Medical Insurance options for the Employee and Family
• Paid Maternity and Paternity Leave
• Life and AD&D Insurance
• Long-Term Disability Insurance
• 401K with Company Matching
• Equity Participation
• 4 Weeks of Vacation
• Fully Stocked Kitchens
• Company-Sponsored Charitable Day of Giving Events