Kantata
VP, ISV Alliances & Partnerships
TLDR
Lead Kantata's global ecosystem strategy for partnerships, driving significant revenue growth through high-impact relationships and operational excellence in the professional services sector.
The Company
The Kantata Cloud for Professional Services™ gives businesses the clarity, control, and confidence they need to optimize resource planning and elevate operational performance. Our purpose-built software is helping over 2,500 professional services organizations in more than 100 countries focus on and optimize their most important asset: their people. By leveraging Kantata, professionals gain access to the information and tools they need to win more business, ensure the right people are always available at the right time, and delight clients with exceptional project delivery and outcomes.
Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!
The Opportunity
The Vice President of Partners & Alliances will lead Kantata’s global ecosystem strategy across ISVs, Resellers, System Integrators, and Advisors.. This executive will oversee a team responsible for building high‑impact partnerships that accelerate revenue, expand market reach, and strengthen Kantata’s position in the professional services technology landscape. Success requires deep strategic acumen, exceptional executive relationship management, and the ability to operationalize a scalable, high‑performing partner organization. The VP will be accountable for maturing existing alliances — particularly with ServiceNow & Salesforce — while developing new, high‑value partnerships that drive referral volume, influence bookings, and long‑term growth aligned to company priorities.
Goals & Measures of Success
- Materially increase partner‑sourced pipeline in FY26
- Achieve 20%+ partner‑sourced bookings contribution in FY27
- Establish a predictable, scalable operating model across ISV, VC/PE, and ISP partner motions
- Strengthen executive‑level relationships that translate into measurable revenue impact
Primary Responsibilities
Strategic Ecosystem Leadership
- Define and execute the multi‑year partner strategy across ISVs, SIs, Resellers,and Advisors.
- Define Ideal Partner Profile for future partnerships.
- Lead and mentor a team of individual contributors responsible for partner acquisition, growth, and performance.
- Evaluate and prioritize partners based on strategic fit, market opportunity, and alignment with Kantata’s long‑term objectives.
Revenue Growth & Joint GTM Leadership
- Build and scale joint go‑to‑market motions with top partners to drive referral volume, sourced pipeline, and co‑selling opportunities.
- Oversee the partner sales cycle from identification through close, ensuring teams exceed revenue and pipeline targets.
- Partner closely with Sales leadership to integrate into core selling motions.
Partner Engagement, Enablement & Executive Relationship Management
- Develop executive‑level engagement strategies that deepen trust, alignment, and shared business outcomes.
- Ensure partner teams are fully enabled through coordinated efforts with Revenue Enablement, Product Marketing, and Sales.
- Establish governance models, QBRs, and operating rhythms that drive accountability and performance.
Cross‑Functional Alignment & Influence
- Collaborate with Sales, Marketing, Product, Finance, and Partner Operations to ensure seamless execution of alliance strategies.
- Bring partner insights into strategic planning, product roadmaps, and market expansion initiatives.
- Champion the partner perspective across the executive team.
Market Intelligence & Ecosystem Expansion
- Monitor industry trends, competitive dynamics, and emerging technologies to identify new partnership opportunities.
- Identify and recruit new partners that fit the Ideal Partner Profile.
Performance Management & Continuous Improvement
- Define KPIs for partner performance, pipeline contribution, and revenue impact.
- Conduct regular performance reviews with partner leaders and external partners to optimize strategy and execution.
- Drive operational excellence across the partner organization through scalable processes, systems, and reporting.
Thought Leadership & External Representation
- Represent Kantata at industry events, partner summits, and executive forums.
- Strengthen Kantata’s visibility and credibility within the partner community.
What You Bring to the Role
- Bachelor’s degree in business, marketing, or related field
- 15+ years of experience in alliances, business development, or ecosystem leadership
- Demonstrated success building and scaling multi‑tier partner ecosystems
- Proven ability to lead and develop VP‑ and Director‑level leaders
- Exceptional negotiation, executive communication, and relationship‑building skills
- Deep understanding of the professional services technology landscape and competitive environment
- Strong operational leadership with the ability to build repeatable, scalable partner motions
Additional Skills (Preferred)
- Experience managing alliances with large global ISVs, including ServiceNow
- Experience driving revenue through VC/PE portfolio ecosystems
- Familiarity with CRM, PRM, and partner management platforms
- Certifications in alliances, ecosystem leadership, or enterprise sales
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
- An intentionally engaging and collaborative culture - ditch the silo!
- Strong work-life balance that’s a true focus of the company
- The chance to learn from some of the best people in the business
- A vibrant, collaborative, and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer.
Benefits
Fun team environment
A vibrant, collaborative, and devoted team, who still makes time for fun
Kantata delivers a purpose-built technology platform designed specifically for professional services organizations, enabling them to optimize resource planning and enhance operational performance. Serving over 2,500 clients in more than 100 countries, our cloud solutions empower companies to effectively manage their workforce and achieve predictable project outcomes.
- Founded
- Founded 2022
- Employees
- 500+ employees
- Industry
- Internet Software & Services