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Rightworks · 2 weeks ago

Vice President, Partnerships

Nashua, NH

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Rightworks is an innovative company offering intelligent cloud solutions for accounting firms. The Vice President of Partnerships will be responsible for developing and executing a partner ecosystem strategy to drive growth through indirect sales and strategic relationships.

AccountingB2BCloud ManagementCloud SecurityFinanceInformation ServicesInformation TechnologyInternetSoftware

No H1B

U.S. Citizen Only

Responsibilities

Develop and execute a global partnership strategy that supports company growth through indirect sales, consulting, and technology partners

Identify, negotiate, and structure strategic relationships with channel resellers, systems integrators, consulting firms, and technology alliances

Build and maintain a diversified partner portfolio that enhances market coverage and drives joint value creation

Establish clear goals, KPIs, and governance models for partner engagement, enablement, and performance tracking

Lead the design and execution of programs that empower channel partners to sell, implement, and support company offerings

Create and manage partner incentive structures, sales enablement resources, and joint go-to-market (GTM) initiatives

Collaborate with the sales organization to forecast, measure, and drive revenue from indirect channels

Develop strategic relationships with global and regional consulting firms to expand co-delivery, co-marketing, and joint solution offerings

Drive collaborative initiatives that enhance customer outcomes and strengthen the company’s presence in key industries and verticals

Partner with consulting organizations to integrate the company’s products and services into their delivery models

Establish and nurture partnerships with complementary technology providers to enhance interoperability, expand solution capabilities, and strengthen competitive differentiation

Oversee the development of joint product integrations, co-marketing campaigns, and ecosystem-based customer solutions

Work closely with product management and engineering to prioritize technology alliances that drive innovation and customer value

Build and lead a high-performing partnerships team across business development, partner marketing, and partner operations

Foster a collaborative, metrics-driven culture of accountability and excellence

Represent the partnership organization at executive and industry forums, demonstrating thought leadership and strengthening brand reputation

Lead quarterly and annual forecasting for all partner-sourced and partner-influenced pipelines

Partner with finance and sales operations to build scalable revenue models and forecasting tools

Monitor performance against targets and identify opportunities to optimize growth through data analysis

Identify and recruit new partners aligned with the company’s strategic priorities and growth objectives

Establish a structured partner recruitment process, including qualification criteria, pipeline management, and onboarding workflows

Collaborate with marketing and sales to develop compelling partner value propositions and co-marketing campaigns that attract top-tier partners

Qualification

Partnership strategy developmentChannel sales strategiesPartner ecosystem managementLeadership skillsCRM software proficiencyAnalytical skillsNegotiation skillsCommunication skillsInterpersonal skillsPresentation skillsTeam collaboration

Required

Bachelor's degree in business (MBA preferred)

10+ years of progressive experience in partnerships, business development, or channel leadership roles, preferably within the technology or consulting sectors

Proven experience developing and executing successful channel sales strategies, building and managing partner ecosystems, and consistently exceeding revenue targets

Deep understanding of partner business models (reseller, referral, OEM, integration, and strategic alliances)

Demonstrated success in developing and scaling indirect sales and partnership ecosystems

Strong leadership skills with the ability to manage, motivate, and influence both internal and external partner teams

Demonstrated success in creating a collaborative and high-accountability culture

In-depth understanding of the accounting software landscape, including familiarity with key players, trends, and regulatory issues affecting the industry

Knowledge of accounting firms is desirable

Strong negotiation and relationship-building skills

Excellent communication, presentation, and interpersonal skills

Proficiency in CRM software (Salesforce preferred) and other sales tools

Strong analytical skills and the ability to leverage data to drive decisions

Ability to see the big picture, forecast trends, and align channel strategies with broader business goals

Focus on results and achieving sales objectives while maintaining quality and partner satisfaction

Ability to influence and drive consensus among internal teams and external partners

Ability to adjust strategies quickly based on market dynamics, customer feedback, and evolving business needs

Ability to travel as required (up to 30% of the time)