Strategic Partnerships Director.

Conviva is seeking a Strategic Partnerships Director to build and scale our most strategic alliances—anchored in global services (Deloitte, Accenture) and key platform/ecosystem partners (Oracle, Google). This leader will own global alliance strategy, executive relationships, joint go-to-market (GTM), and revenue outcomes across these partners, driving measurable pipeline, bookings, and customer value for Conviva’s solutions.

What Success Will Look Like

Alliance strategy & business planning

• Set the multi-year alliance strategy for Deloitte, Accenture, Oracle, and Google to accelerate Conviva growth across priority industries and regions.
• Build annual/quarterly joint business plans (JBPs) with clear goals: pipeline, bookings, attach rates, renewal influence, and co-sell targets.
• Define partner segmentation, coverage model, and partner plays aligned to Conviva’s product and ICP.

GTM execution & revenue ownership

• Create and run repeatable partner GTM motions: co-selling, co-marketing, solution bundling, and services-led delivery.
• Establish opportunity identification and pursuit processes with partner sales teams, alliance leaders, and field leadership.
• Drive partner-sourced and partner-influenced pipeline, ensuring strong forecasting discipline and CRM hygiene.

Solution alignment & offerings

• Develop joint solutions and packaged offers with Deloitte/Accenture practices and with Oracle/Google ecosystem teams.
• Align Conviva integrations and reference architectures with Oracle Cloud and Google Cloud partner programs.
• Collaborate with Product and Engineering to prioritize partner-driven roadmap needs, integrations, and certifications.

Executive engagement & governance

• Own C-level and SVP-level relationships within Deloitte, Accenture, Oracle, and Google; represent Conviva in executive steering committees.
• Negotiate strategic agreements (e.g., co-sell, reseller, services referral, marketplace listings), ensuring mutually beneficial economics and clear accountability.
• Lead QBRs/MBRs, track performance, and course-correct quickly.

Partner enablement & internal orchestration

• Build enablement programs for partner sellers and practitioners: training, pitch assets, demo environments, battlecards, and playbooks.
• Coordinate cross-functionally with Sales, Marketing, Customer Success, Legal, Finance, and Operations to remove friction and accelerate deals.
• Influence and support services delivery excellence with GSIs to ensure customer outcomes and expansion.

What the next 12-18 month will look like

• Deloitte and Accenture become consistent top-tier sources of qualified pipeline and closed-won revenue.
• Conviva has 2–4 repeatable joint solution plays live in market (with reference customers and partner-ready packaging).
• Oracle and Google cloud ecosystem motions generate scalable co-sell and marketplace leverage (where applicable), increasing deal velocity and average deal size.
• Strong executive governance in place with predictable cadence, clear scorecards, and quarter-over-quarter growth.

Who you Are and What You’ve Done

• 12+ years in partnerships/alliances, business development, or GTM leadership in SaaS, cloud, data/analytics, martech/adtech, observability, or enterprise platforms.
• Deep experience building revenue-producing alliances with at least one GSI (Deloitte or Accenture strongly preferred).
• Strong familiarity with hyperscaler or platform ecosystems (Google Cloud, Oracle) including co-sell motions, partner programs, and field engagement.
• Demonstrated success negotiating and operationalizing complex agreements and joint GTM plans.
• Executive presence with proven ability to influence C-level stakeholders internally and externally.
• Operator mindset: metrics-driven, process-oriented, and comfortable building from scratch.
• Alliance strategy, joint planning, and governance.
• Co-sell execution and complex deal leadership.
• Partner enablement and internal alignment.
• Commercial negotiation and partner economics.
• Cross-functional leadership and executive communication.
• Ability to translate product value into partner-ready solution plays.
• Bachelor’s degree; MBA or equivalent experience preferred.
• Flexible within the US (or near a major partner hub); expected travel ~30–40% to partner and customer sites.

*This position will be based in our Foster City, CA office.

The expected On-Target Earnings (OTE) for this full-time position is $250,000 - $350,000, which includes base salary and variable compensation, plus equity and benefits. Compensation is determined by various factors such as qualifications, experience, relevant education or training.