Design, launch, and own ClickUp’s North America SI partnership program, including strategy, structure, and operating rhythms, with an obsessive focus on effectiveness, pipeline impact, and revenue.
Identify, recruit, and onboard Tier 2 and Tier 3 SIs in North America with established AI practices, leveraging your network and industry credibility to build a high-quality, high-impact partner portfolio.
Develop and execute joint go-to-market plans with priority SIs, including co-selling motions, packaged solutions, and enablement initiatives that drive SI-sourced and SI-influenced opportunities.
Serve as a trusted advisor and primary point of contact for SI partners, driving alignment on target markets and plays, ensuring mutual value creation, and obsessing over long-term partner success and satisfaction.
Collaborate cross-functionally with Sales, Product, Marketing, Customer Success, and Professional Services to embed SI partners into key plays, accelerate deal cycles, and deliver exceptional customer outcomes.
Establish and own KPIs, forecasting, and reporting for SI performance—including partner engagement, pipeline contribution, win rates, and revenue—and continuously refine the program based on data and feedback.
Represent ClickUp and our SI ecosystem at industry events, conferences, and partner forums, elevating our brand and thought leadership in the AI and SI community while sourcing new, high-potential partners.
Monitor market trends, competitive dynamics, and partner feedback to refine the SI strategy, improve program design, and ensure ClickUp maintains a best-in-class SI program in North America.
Requirements
7+ years of experience in partnerships, business development, or channel leadership for SaaS, including meaningful time owning SI or services-led motions.
Proven track record building and scaling SI or partner programs from inception at a high-growth software company, ideally as a founding or early leader.
Extensive, actively maintained network of Tier 2 and Tier 3 SIs in North America—especially those focused on AI, data, automation, or digital transformation—with a strong reputation as a trusted, credible partner.
Deep understanding of the SI business model and P&L, the AI solution landscape, and the technical and organizational environments in which SIs operate.
Strategic, systems-level thinker with hands-on execution chops—able to set vision, design operating models, and drive day-to-day execution in a fast-paced, ambiguous environment.
Exceptional communication, negotiation, and executive presence; comfortable influencing C-level leaders at both ClickUp and partner organizations, as well as coaching field and partner-facing teams.
Builder-mindset self-starter with a passion for creating new programs, learning from experiments, and iterating quickly based on data and partner feedback.
Obsession with delivering value, effectiveness in execution, and a strong sense of ownership over outcomes for ClickUp, our partners, and our customers.
Data-driven operator with experience defining, instrumenting, and reporting on SI-sourced and SI-influenced pipeline and revenue KPIs.
Willingness to travel across North America to meet with partners, customers, and internal teams as needed.