VP, Partnerships 

Location: Remote

About Pantheon

Pantheon’s WebOps Platform powers the open web, running sites in the cloud for customers including Stitch Fix, Okta, Home Depot, Pernod Ricard and The Barack Obama Foundation. Every day, thousands of developers and marketers create, iterate, and scale websites on the open web to reach billions of people globally. Pantheon’s SaaS model puts large and small web and digital teams in control of increasing the performance of their teams, websites, and marketing programs. Pantheon cloud native software includes governance, security and collaboration tools that make it easy to securely manage a single website or thousands of websites across multiple teams in one platform. The built-in ability to simultaneously create, test, deploy and run live sites with unrivaled hosting speed, scalability and uptime give marketing teams the agility to win in the dynamic world of digital marketing.

With 35% of the web running open-source and significant investments in a $200 billion total addressable market, we are growing aggressively into a huge market opportunity and looking to expand our organization. 

The Role

Close to half of our annual recurring revenue and growth plan is influenced by partners: that means web & digital marketing agencies who help clients adopt Pantheon, as well as channel resellers, cloud providers, and technology partners. You will own our go-to-market with low-hundreds of Strategic partners, mid-market, and channel resellers, as well as >1,000 of smaller agencies we manage programmatically. In addition to that you will be responsible for opening up larger opportunities and relationships with leading global digital agencies and solution integrators. You will lead a team of 15-20 people including a dotted line relationship with a dedicated partner marketing team.

You will own an $XXM annual recurring revenue growth target and partner closely with key roles across the company to create a successful co-sell motion with our partners: working closely with Customer Success, Account Management, Account Executive teams, and Marketing teams.

Cool Things You’ll Do

  • Manage four direct reports (and their respective teams) that are focused on generating new pipeline through co-sell/co-marketing, mix of resell/referrals,  influencing ~50% of our growth $s.
  • Take a relationship-driven approach rooted in creating value for shared customers through WebOps with our top partners, differentiating against a more transactional leadgen focus from competitors.
  • Open up new relationships and expand Pantheon’s partners ecosystem (e.g. with Google Cloud and Accenture) as the company moves increasingly up-market.
  • Identify, recruit, enable, and manage  all partnership sales and channel management with referral partners, reseller partners, global system integrators (GSI), regional SIs, OEM partners, services and training partners, and technology partners.
  • Partner effectively with cross-functional stakeholders across GTM, Product, Research & Development to execute strategy.
  • Build and develop a team of world-class partner development professionals

What You Bring To The Table 

  • Relevant experience: total 10-15 years of experience including at least 5 years relationship-focused customer-facing teams; prior background in strategic partnerships, channel sales, business development, or customer success preferred.
  • Ability to seamlessly translate quantitative insights into business decisions, bridging company priorities to team and IC goals, and breaking down complex ambiguous problems into key levers. 
  • Prior experience with Enterprise SaaS, MarTech, DevOps, open-source, and selling technical products to both IT and Business buyers; experience with WordPress or Drupal suggested but not required.
  • Strong sense of ownership, desire to make a cross-functional impact, and storytelling in a business context. Strong experience in people management and development of diverse teams; and track record of partnering with Marketing, Finance, and Product to solve novel challenges.
  • Experience selling into and partnering with digital marketing or web development agencies across a variety of business models (co-sell/co-market, refer/resell etc.)

What We Offer

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

  • Industry competitive compensation and stock option plan
  • Unlimited time off and sick days
  • Full medical coverage (medical, dental, vision)
  • Top-of-line equipment
  • Fun at WordPress and Drupal community events
  • Extra benefits like a stipend for reading books and your work-outs and a whole suite of paid apps for mental as well as physical health and wellbeing
  • Events and activities both team-based and company wide that inspire, educate and cultivate 

Pantheon is an equal opportunity/affirmative action employer and we welcome applications from all backgrounds regardless of race, color, religion, sex, national origin, ancestry, age, marital status, sexual orientation, gender identity, veteran status, disability, or any other classification protected by law.  Pantheon complies with federal and local disability laws and makes reasonable accommodations for applicants and employees with disabilities.  If you need a reasonable accommodation due to a disability for any part of the interview process, please contact [Talent@Pantheon.io].  Pursuant to local and federal regulations, Pantheon will consider qualified applicants with arrest and conviction records for employment.

 

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