Strategic Partnerships Director

Conviva is the experience analytics platform for AI agents, apps, and streaming. Conviva pioneered quality of experience measurement for streaming video and has supported live digital experiences across 20 Super Bowls, 10 Olympic Games, and five FIFA World Cup tournaments. With full-census, real-time, stateful analytics, Conviva shows what consumers actually experience, not just whether systems are running, and connects that experience to revenue, retention, and risk. Conviva is seeking a Strategic Partnerships Director to build and scale our most strategic alliances—anchored in global services (Deloitte, Accenture) and key platform/ecosystem partners (Oracle, Google). This leader will own global alliance strategy, executive relationships, joint go-to-market (GTM), and revenue outcomes across these partners, driving measurable pipeline, bookings, and customer value for Conviva’s solutions. What Success Will Look Like Alliance strategy & business planning - 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. GTM execution & revenue ownership - 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. Solution alignment & offerings - 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. Executive engagement & governance - 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. Partner enablement & internal orchestration - 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. What the next 12-18 month will look like - Deloitte and Accenture become consistent top-tier sources of qualified pipeline and closed-won revenue. - Conviva has 2–4 repeatable joint solution plays live in market (with reference customers and partner-ready packaging). - Oracle and Google cloud ecosystem motions generate scalable co-sell and marketplace leverage (where applicable), increasing deal velocity and average deal size. - Strong executive governance in place with predictable cadence, clear scorecards, and quarter-over-quarter growth. Who you Are and What You’ve Done - 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; MBA or equivalent experience preferred. - Flexible within the US (or near a major partner hub); expected travel ~30–40% to partner and customer sites. *This position will be based in our Foster City, CA office. The expected On-Target Earnings (OTE) for this full-time position is $250,000 - $350,000, which includes base salary and variable compensation, plus equity and benefits. Compensation is determined by various factors such as qualifications, experience, relevant education or training. Learn more at conviva.ai and follow the company on LinkedIn and YouTube.