Babel Street · 12 hours ago
VP - Partner Management
Reston, VA
Full-time
Hybrid
Director/Executive
$135K/yr - $150K/yr
10+ years expBabel Street is a trusted technology partner specializing in identity intelligence and risk operations. The VP of Partner Management will lead the global partner ecosystem, driving strategy and revenue growth while strengthening relationships with various partners.
AnalyticsArtificial Intelligence (AI)Big DataEnterprise SoftwareLocation Based ServicesReal TimeSoftware
Responsibilities
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
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
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
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
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
Qualification
Required
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
Preferred
Experience operating in high-growth, PE-backed, or dynamic scaling environments
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
Benefits
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.
Company
Babel Street
Babel Street provides real-time situational awareness and intelligence on global topics of interest.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$3.23M2016-08-05Debt Financing· $0.3M
2014-12-31Series Unknown· $0.93M
2014-03-02Angel· $2M
Leadership Team
Benji Hutchinson
Chief Executive Officer
Brain Daum
CFO
Recent News
Washington Technology
2025-12-06
Business Wire
2025-11-25
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