Conviva · 16 hours ago
Head of Strategic Partnerships
Foster City, CA
Full-time
Onsite
Director/Executive
12+ years expConviva is the intelligence layer for digital businesses, and they are seeking a Head of Partnerships to build and scale strategic alliances with global services and key platform partners. This role involves owning global alliance strategy, driving revenue outcomes, and establishing strong executive relationships.
AdvertisingAnalyticsInformation TechnologyMarketingMedia and EntertainmentSocial MediaSoftwareVideoVideo Streaming
Responsibilities
Set the multi-year alliance strategy for Deloitte, Accenture, Oracle, and Google to accelerate Conviva growth across priority industries and regions
Build annual/quarterly joint business plans (JBPs) with clear goals: pipeline, bookings, attach rates, renewal influence, and co-sell targets
Define partner segmentation, coverage model, and partner plays aligned to Conviva’s product and ICP
Create and run repeatable partner GTM motions: co-selling, co-marketing, solution bundling, and services-led delivery
Establish opportunity identification and pursuit processes with partner sales teams, alliance leaders, and field leadership
Drive partner-sourced and partner-influenced pipeline, ensuring strong forecasting discipline and CRM hygiene
Develop joint solutions and packaged offers with Deloitte/Accenture practices and with Oracle/Google ecosystem teams
Align Conviva integrations and reference architectures with Oracle Cloud and Google Cloud partner programs
Collaborate with Product and Engineering to prioritize partner-driven roadmap needs, integrations, and certifications
Own C-level and SVP-level relationships within Deloitte, Accenture, Oracle, and Google; represent Conviva in executive steering committees
Negotiate strategic agreements (e.g., co-sell, reseller, services referral, marketplace listings), ensuring mutually beneficial economics and clear accountability
Lead QBRs/MBRs, track performance, and course-correct quickly
Build enablement programs for partner sellers and practitioners: training, pitch assets, demo environments, battlecards, and playbooks
Coordinate cross-functionally with Sales, Marketing, Customer Success, Legal, Finance, and Operations to remove friction and accelerate deals
Influence and support services delivery excellence with GSIs to ensure customer outcomes and expansion
Qualification
Required
12+ years in partnerships/alliances, business development, or GTM leadership in SaaS, cloud, data/analytics, martech/adtech, observability, or enterprise platforms
Deep experience building revenue-producing alliances with at least one GSI (Deloitte or Accenture strongly preferred)
Strong familiarity with hyperscaler or platform ecosystems (Google Cloud, Oracle) including co-sell motions, partner programs, and field engagement
Demonstrated success negotiating and operationalizing complex agreements and joint GTM plans
Executive presence with proven ability to influence C-level stakeholders internally and externally
Operator mindset: metrics-driven, process-oriented, and comfortable building from scratch
Alliance strategy, joint planning, and governance
Co-sell execution and complex deal leadership
Partner enablement and internal alignment
Commercial negotiation and partner economics
Cross-functional leadership and executive communication
Ability to translate product value into partner-ready solution plays
Bachelor's degree required
Flexible within the US (or near a major partner hub); expected travel ~30–40% to partner and customer sites
Preferred
MBA or equivalent experience preferred
Company
Conviva
Conviva is the leading global streaming analytics platform.
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$110MKey Investors
Notable CapitalPelion Venture Partners
2017-06-15Series Unknown· $40M
2014-03-10Debt Financing· $10M
2012-02-06Series D· $15M
Leadership Team
Keith Zubchevich
President and Chief Executive Officer
Aditya Ganjam
Co-Founder & Chief Product Officer
Recent News
New Enterprise Associates
2025-12-26
2025-12-15
Streaming Media Magazine
2025-12-15
Company data provided by crunchbase