VP - Partner Management

About the Role

The VP of Partner Management will lead Babel Street’s global partner ecosystem—driving strategy, expanding revenue channels, and strengthening relationships across distribution/resale partners, cloud hyperscalers, system integrators, and OEMs. This role will be responsible for shaping a high-impact partner strategy that aligns with Babel Street’s long-term growth goals across both public sector and commercial markets.

The ideal leader brings deep industry experience, an established network within the DC-area federal and enterprise partner landscape, and a strong record of building scalable, high-performing partner programs. 

Key Responsibilities

Partner Strategy & Market Expansion

• Develop and execute a comprehensive partner strategy across disti/resale, cloud hyperscalers, SI & OEM channels.
• Drive partner-sourced and partner-influenced revenue growth across targeted markets.
• Work closely with the Babel Street product and engineering teams to create new GTM models with partners to co-sell innovative solutions.
• Expand Babel Street’s presence within hyperscaler marketplaces, co-sell programs, and strategic integrations.
• Build multi-year roadmaps for each partner category aligned to corporate revenue goals.

Relationship Management & Executive Engagement

• Serve as the executive face of Babel Street to top-tier partners across public sector and commercial ecosystems.
• Build, strengthen, and maintain a trusted network of partner executives and strategic stakeholders.
• Lead joint business planning, performance reviews, and accountability frameworks that drive measurable outcomes.

Program Development & Operational Rigor

• Oversee the design and evolution of partner programs, enablement paths, deal registration processes, and partner lifecycle management.
• Collaborate closely with Product, Marketing, and Sales on partner enablement content, GTM alignment, and co-marketing initiatives.
• Ensure operational excellence across partner onboarding, pipeline reporting, and contracting.
• Identify opportunities to streamline processes, increase partner activation, and enhance partner experience.

Cross-Functional Collaboration

• Work across Sales, Product, Public Sector, Marketing, and Legal to drive alignment and support partner-driven motions.
• Partner with Sales Leadership to embed partner engagement into field strategy and pipeline development.
• Influence product roadmap conversations with partner insights, market demand trends, and ecosystem requirements.

Team Leadership

• Lead and develop a team of partner managers and operations professionals.
• Foster a culture of collaboration, accountability, and continuous improvement.
• Build scalable systems, processes, and routines to support global partner growth.

• Assess and rationalize the existing partner ecosystem, clarifying partner tiers, roles, and revenue expectations.
• Identify and prioritize the top strategic partners across resale, hyperscalers, SIs, and OEMs based on near- and long-term revenue potential.
• Establish a clear operating cadence with partners, including joint business planning, QBRs, pipeline reviews, and performance dashboards.
• Embed partners into priority GTM motions, strategic accounts, and top field-led opportunities to accelerate pipeline and deal velocity.
• Stand up or optimize hyperscaler marketplace and co-sell motions to drive measurable partner-sourced and partner-influenced revenue.
• Build the foundational processes, reporting, and governance required to scale partner-driven revenue globally.

Required Experience & Qualifications

• 10–15+ years leading partner or channel organizations in a SaaS, data, intelligence, or enterprise technology environment.
• Deep relationships and experience working within the DC-area public sector and commercial partner ecosystem.
• Proven success building and scaling partner programs across disti/resale, cloud hyperscaler, SI, and OEM channels.
• Strong track record of driving partner-influenced and partner-sourced revenue growth.
• Excellent relationship-building skills with senior executives at partner organizations.
• Prior experience leading and developing high-performing teams.
• Strong business acumen, negotiation skills, and executive presence.
• Experience operating in high-growth, PE-backed, or dynamic scaling environments (preferred).

Preferred Qualifications

• Background supporting public sector, national security, intelligence, or mission-driven technology markets.
• Experience with AWS, Azure, or GCP marketplace programs.
• Familiarity with government affairs, public sector ecosystem development, and federal contracting.
• Advanced degree (MBA or similar) a plus.

Success Measures

• Growth of partner-sourced and partner-influenced revenue.
• Increased activation and performance of strategic partner tiers.
• Expansion of co-sell, marketplace, and SI/OEM motion effectiveness.
• Strong operational infrastructure for partner management and reporting.
• High-performing team with clear goals, enablement paths, and accountability.
• Strong executive relationships and partner satisfaction.

Benefits at Babel Street (just to name a few...)

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical, Dental, Vision, Life & Disability insurances – for you and your family!
• Retirement Plans: Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.                 

Babel Street is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further, Babel Street will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. In addition, Babel Street's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request, we will provide you with more information about such accommodations.