Fonoa is hiring a VP, Partners and Alliances to build and lead our global partner ecosystem from the ground up. You will own the global strategy and execution, focusing on scaling revenue through consultancies, system integrators, ISVs, and software partners in this foundational role.

What You'll Do

Define and execute the global Partners & Alliances strategy aligned with company growth objectives.
Build and scale a high-performing team covering SI, consultancy, ISV, and software alliances.
Develop innovative go-to-market strategies with Sales and Marketing to drive partner-sourced revenue.
Build structured, scalable programs for different partner types, including SI, consultancy, ISV, and technology.
Identify, recruit, and nurture strategic global partners.
Shape joint business plans and co-sell models to drive mutual success.
Own partner revenue targets: partner-sourced, partner-influenced, and joint GTM pipeline.
Ensure partners are enabled, engaged, and positioned to drive sales and implementation success.
Collaborate with internal revenue teams on joint selling strategies and strategic deal support.
Build and manage partner operations infrastructure, including processes, CRM, partner portals, and enablement.
Regularly analyze partner performance metrics and adjust strategies accordingly.
Influence internal product and GTM strategies based on partner and market insights.
Recruit, mentor, and lead the Partnerships & Alliances team.
Act as a senior leader, contributing to broader go-to-market and leadership strategy.
Foster a partner-first culture, embedding partner success as a growth lever across the company.

What We're Looking For

Proven experience in partnerships and alliances within B2B SaaS or software.
Proven leadership experience, having built and scaled global partner programs.
Strong background developing partnerships with consultancies, SIs, and software/ISV partners.
Commercially minded, with experience owning indirect revenue targets and driving partner pipeline growth.
Skilled negotiator experienced in structuring complex strategic agreements.
Deep understanding of indirect sales motions, co-sell models, and technology integrations.
Experience in startup or scale-up environments with a builder’s mindset.
Exceptional leadership, relationship-building, and cross-functional collaboration skills.

Team & Environment

You will lead the Partnerships & Alliances team, working within a collaborative group characterized by a transparent, low-ego culture. The work involves high impact on market-defining solutions.