Global Head, Software Partnerships (US)

About Whatfix
Whatfix empowers anyone, anywhere to have scalable success with the technology they use every day, achieving greater knowledge, expanding capability, and unlocking productivity for themselves and their organizations. Whatfix’s Digital Adoption Platform (DAP) integrates seamlessly with applications to enable users, providing in-context information and guidance to immediately increase individual capability and collectively amplify productivity. The organization has six offices globally in the US, India, UK, Germany, and Australia, and works with Fortune 500 companies around the world. For more information, visit Whatfix’s website.

Global Head of ISV Partnerships - Roles and Responsibilities

Whatfix is looking to bring a Global ISV Alliances Leader, preferably based out of our US HQ in San Jose, CA, or elsewhere in the United States. We currently have a list of 20+ Active ISV Partners. The Leader will be responsible for furthering our success with our current Partners and establishing new ISV Partnerships that fit our criteria. Our current and future ISV Partnerships include Marketplace Partners, Technology Integrations, OEM Partnerships, Reseller and Referral Partners. The chosen candidate will inherit a high-performing team of 6 Partner Directors and Managers and be supported by teams that include: Partner Marketing, Solutions Consulting, Legal, and Operations. This is a Quota Bearing role with significant revenue milestones with each of our Partners, and the candidate must have a revenue-generating background and mindset.

The ideal candidate will embody our company's cultural principles, which are strongly rooted in the concepts of creating psychology. safety A few of these that are non-negotiable include Open/Transparent Culture with No Hierarchies and the Ability to Learn Fast; our Culture Principles are driven to make sure every team member has the confidence to speak up without any apprehension of rejection, and Intellectual Honesty, where making mistakes and owning them is a cultural norm. All of the above are well-researched traits of High Performing Teams/Companies, and at Whatfix, we embody them wholeheartedly.

We are looking for someone with experience that includes successfully managing a team of 5+ in a Revenue Generating role for a minimum of 5 years. The candidate should also understand and have a 360-degree view of Partnership frameworks and structure and have a general understanding of the Software ecosystem. The position also requires strong product acumen and experience driving cross-functional projects with marketing, customer success, product, and other departments. It will be useful to have a working knowledge of the Enterprise IT landscape and a deep understanding of the functional landscape internally at ISVs.

For anyone located in the Bay area, this position is required to be in the office M-W as this is a high collaboration role.

KEY RESPONSIBILITIES

• Overall P&L responsibility for the ISV Partner segment, driving the strategic planning process and leading the organization into the next transformation phase
• Build an operational and strategic plan and deliver on this plan with flawless execution. Align and engage global key stakeholders to ensure alignment around the vision and plan
• Build out the commercial business; lead the development of the global plan for Bookings, Design Wins, and partner enablement across the Whatfix partner ecosystem
• Ensure successful execution of the plan. Develop and manage relationships with Partners and virtual teams, including sales, product, marketing, business development, etc.
• Build and manage the executive relationships with the practice SMEs/leaders/business units and global vertical leads within ISV Partners. Build relationships with the Partner Ecosystem to increase Whatfix’s and Partners' revenues
• Develop mutual relationships, initiatives, and programs for long-term sustained account success
• Identifying the right opportunities, framing deal structures, negotiating & closing out of deals with a focus on business development and sourcing deals
• Manage and collaborate with partners to define and execute joint sales and Go to Market (GTM) programs
• Plan sales and marketing campaigns in conjunction with partner executives and lead efforts to ensure the delivery of all technical resources into the sales campaigns of the partner
• Collaborate with partner’s product managers, software developers, analysts, industry principals, and other groups, evangelizing and enabling them on Whatfix
• Travel requirements could be as high as 50%

KEY COMPETENCIES

• Strong knowledge and experience in partnerships with technology/software companies
• Expertise in formulating partner-led and partner-sourced go-to-market strategies
• Inspire teams and lead from the front. This is a hands-on role where the leader will directly engage with our ISV Partners at all levels
• Be able to operate in a highly matrixed complex environment
• Strong Operational Command; knows when to pull the levers
• Create an environment of trust, empowerment, and innovation
• Empower the confidence and create the “belief” and confidence in the team to strive for big ideas
• Coach and develop other leaders
• Lead through influence
• Align the cultural diversity within the team in the region/globally to execute
• Understand the complexity and simplify the challenges driving high growth in the multimarket region
• Build trusting relationships with the team and build engagement

What sets us apart from the rest

• $140MM in funding, most recently a $90MM Series D from investors like Sequoia Capital, SoftBank, Stellaris, Cisco, and Eight Roads
• With over 100 of the Fortune 1000 already onboard as customers, Whatfix has been named among the top 20 B2B tech companies alongside the likes of Adobe, PayPal, and Cisco
• Whatfix registered a top decile year-on-year (YoY) Annual Recurring Revenue (ARR) growth rate of 65% for 2022. The company also maintained its best-in-class Net Revenue Retention (NRR) for Enterprise Customers at 127% for 2022
• Gartner and Everest Research recognize Whatfix as a Global Market Leader in the digital adoption space
• Customer rating of 4.7+ on platforms like G2 Crowd & Gartner Peer Insights
• “Hustle Mode ON” is something we live by

Perks / Benefits

• Equity plan
• Mac shop, work with the newest technologies
• Unlimited PTO policy
• Paid maternity leave
• Monthly cell phone stipend
• Medical, Dental, and Vision coverage
• Team and company outings
• Learning and Development benefits

Whatfix is an Equal Opportunity Employer and E-Verify participant. All activities must be in compliance with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We value diversity at our company and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Due to the global nature of our company and our hiring committee spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.

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