Head of Technology Partnerships

Role Overview

• Develop and Execute a Strategy: Define and lead the alliance ISV business and enterprise technology partnerships. Identify key partners (Snowflake, Databricks, Anthropic, OpenAI and other Cloud-First leaders), prioritize joint initiatives, and establish clear, measurable objectives to drive a material impact on the business.
• Drive Executive Relationships and Influence: Build and maintain deep, trust-based relationships with C-level and senior executives at our ISV & technology strategic partners. You will act as a primary executive sponsor for these alliances, navigating complex organizations to secure alignment and drive joint initiatives.
• Lead Revenue Generation: Be fully accountable for alliance-sourced and influenced revenue. You will work closely with our sales leadership and field teams to build joint go-to-market plans, create a robust co-sell cadence, and ensure partners are integrated into our largest enterprise accounts.
• Orchestrate Cross-Functional Teams: Lead and manage a team of alliance professionals. You will also influence and align internal stakeholders across Sales, Product, Marketing, Sales Engineering, and Legal to ensure partnership success.
• Oversee Program Management and Governance: Establish the operational rigor for the partnerships, including executive-level business reviews and key performance indicator (KPI) reporting. You will ensure we have the right governance models to scale these partnerships globally.
• Act as a Thought Leader: Represent the company at high-profile industry events, executive briefings, and conferences. You will articulate a compelling vision for our joint solutions and their value to the market.

Requirements

• Leadership Excellence: 10+ years of professional experience, with a minimum of 3 years in senior leadership roles focused on alliance management or business development within the enterprise software industry.
• Marketplace Mastery: Proven track record of scaling ISV marketplaces, moving beyond simple listings to drive high-volume, multi-million dollar transaction engines.
• Technology Partnership Expertise: A proven history of building and scaling multi-million dollar partnerships with major vendors and enterprise technology companies.
• Strategic & Technical Acumen: Demonstrated ability to create complex, multi-year alliance strategies with strong technical fluency in ERP and cloud technology.
• Executive Presence: Exceptional communication, presentation, and negotiation skills, with the credibility to engage with C-level executives.

Tech Stack

• Cloud
• ERP

Benefits

• Competitive compensation package
• Stock options to ensure you have a stake in Pigment's growth
• Comprehensive benefits, including medical, dental, & vision insurance coverage for you & your loved ones
• We encourage you to take the time you need. When you work hard, we know you also need to rest, which is why we offer generous time off and parental leave policies
• Along with one company offsite every year, we have brand new offices at the heart of major cities including New York, Toronto, Paris, London and soon Austin
• High-end equipment (based on stock/availability) to do your work in the best conditions
• Employer-sponsored 401(k), enabling you to prepare for retirement