VP Strategic Partners & Channels - North America

About Us

A fast-growing, AI-driven SaaS company operating in the network management and IT infrastructure space.

The company is expanding its presence in North America and is seeking a VP Strategic Partners & Channels - North America to build and scale a high-impact ecosystem of technology alliances and channel partnerships.

This role will focus on developing high-impact strategic relationships with global networking and cybersecurity vendors.

This role focuses on building strategic technology alliances, driving co-selling initiatives, and enabling channel-led growth.

The role requires both strategic relationship development and hands-on business development, including enabling partners, identifying joint opportunities, and driving pipeline through the ecosystem.

Key Responsibilities

Strategic Technology Alliances

• Develop and manage executive relationships with strategic networking technology vendors and additional ITSM, AIOps and networking, cloud, and infrastructure vendors

• Position the company as a complementary solution within partner ecosystems (network observability, AIOps, network performance, and infrastructure intelligence).

• Identify opportunities for: joint go-to-market initiatives, co-selling engagements, technical integrations, marketplace listings

• Establish the company as a preferred ecosystem solution within partner programs.

• Build and scale a network of channel partners, develop partner onboarding and activation frameworks, enablement materials, and sales playbooks.

• Work with vendor field sales organizations to generate pipeline opportunities, and align messaging with partner initiative

• Build and scale partner enablement programs, including sales training, technical positioning, and joint solution messaging.

• Develop and optimize the company’s partner program to drive partner-led demand and effective market positioning.

• Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success teams to align partner strategy.

• Gather and share partner feedback on product integrations, competitive landscape, and market trends to inform business decisions.

Requirements

Must Have

• 10+ years experience in strategic partnerships, alliances, or channel development within networking, cybersecurity, or IT infrastructure markets.

• Proven experience working with major networking vendors or ecosystem partners such as Cisco, HPE, Palo Alto Networks, Fortinet or similar.

• Demonstrated success developing joint go-to-market partnerships and ecosystem-driven pipeline.

• Strong understanding of enterprise networking, security infrastructure, or observability platforms.

• Established relationships within vendor partner organizations and channel ecosystems.

• Experience building channel programs and partner enablement frameworks.

• Strong executive communication and relationship-building skills.

Strong Advantage

• Experience working with Israeli or international startups expanding into North America.

• Background in network infrastructure, AIOps, observability, or monitoring technologies.

• Experience driving technology integrations or joint solution development.

What We Offer

• Competitive base salary and performance-based incentives

• Opportunity to build the company’s North America partner ecosystem from the ground up

• Close collaboration with executive leadership and product teams

• A fast-moving startup environment shaping the future of AI-driven network operations