About the Role

As the Head of Global Partnerships you will own the strategy and business development of our strategic Partnerships ecosystem by identifying key players in the market and building lasting relationships and playbooks that result in scalable, mutually beneficial  partnerships that grow revenue. You will be responsible for leading, managing, motivating and driving results with a team distributed across the world that drive business development activities with strategic partners around the world. These partners include hyperscalers, resellers, channel partners and technology partners today. A key area of focus going forward will be relationships with GSIs, RSIs & Consultancies and Agencies with the highest potential to contribute to the overall success of our organization. The right candidate  knows how to navigate these complex organizations to establish relationships, find mutually beneficial business opportunities, negotiate partnership agreements and drive strategic initiatives as well as deals forward in both new business and existing accounts.

You will collaborate with cross-functional team members to position Mixpanel as the best in class Customer Journey Analytics tool in the market. Additionally, you will work closely with the GTM leadership of Mixpanel to refine and scale our processes, internal tools, and sales enablement for working with partners. Ultimately, you will be accountable for the success of our relationships with partners and own the operational cadence for regularly reviewing their performance. 

This role is for you if you have a growth mindset, comfort with ambiguity, and excellent prioritization and operator skills to get a lot done with a small team.

Responsibilities

• Identify and recruit high potential partners who will become long-term game changers for our business globally and within specific markets, in particular with SIs, agencies and consultancies
• Collaborate with Sales, Customer Success and Marketing to refine our go-to-market strategy withPartners, including a clear, joint-value proposition for each Partner, clear success metrics and an ongoing operational cadence for joint reviews
• Be responsible for developing Mixpanel’s strategic partnerships and alliances, with a goal of generating new enterprise business opportunities and sales pipeline for the business through our top partner relationships
• Build comprehensive GTM plans that focus on creating new business opportunities and aligning organizations through business development and co-marketing and develop processes to ensure accountability
• Develop the playbook and strategy to cultivate strong relationships with partner executives to assist in growing the sphere of influence
• Explore new revenue and distribution streams with potential alliance partners to build closer product integration, with the goal of increasing distribution, scale and revenues
• Forge strong Mixpanel-internal relationships with key leaders and stakeholders in a growing environment to ensure the right people are connected at the right time, building credibility in the activities of the partner team
• Develop and execute a comprehensive global partnership strategy to enhance Mixpanel’s value proposition, focusing on enabling GSIs, RSIs & and large consultancies/agencies to effectively sell and deliver services around Mixpanel.
• Establish and lead a robust partner enablement program, providing training, resources, and support to empower partners in understanding and promoting Mixpanel’s offerings, thereby driving mutual growth and success.

We’re looking for someone who has

• 8+ years of industry experience - preferably in the Analytics, Mobile, MarTech, Data or SaaS space; strong knowledge of the Analytics, Modern Data Stack and Growth landscape5+ years partnering with or working in digital agencies, strategic consultancies and/or GSIs; you have a strong network that can be activated
• Must have experience working in the Enterprise segment and understand the Enterprise sales cycle and the partner landscape for large enterprises; Enterprise Sales experience is a plus
• Must have some experience in closing an agreement with a SI or agency with strong deal strategy acumen
• Demonstrated ability to lead, coach and a high performing team of  global, distributed individuals across different cultures, geographies, and customer needs
• Entrepreneurial mindset with experience building and scaling partnership programs and ecosystems. Effective in a dynamic, high-growth, fast-paced environment
• Demonstrated experience in being able to tie the Partnership strategy and outcomes to overall GTM priorities and able to ruthlessly prioritize to focus on the highest impact activities 
• A success record of hitting key performance indicators while working with complex partner/customer engagements and driving incremental revenue for scaling organization

Bonus Points For

• Previous experience in Consulting or similar Strategic Operational roles