VP - Partner Management

About the role

The VP of Partner Management will lead Babel Street's global partner ecosystem-driving strategy, expanding revenue channels, and strengthening relationships across distribution/resale partners, cloud hyperscalers, system integrators, and OEMs. This role will be responsible for shaping a high-impact partner strategy that aligns with Babel Street's long-term growth goals across both public sector and commercial markets. The ideal leader brings deep industry experience, an established network within the DC-area federal and enterprise partner landscape, and a strong record of building scalable, high-performing partner programs. This role demands a balance of strategic vision, executive relationship-building, operational discipline, and hands-on leadership- including personally driving partner-sourced revenue and originating high-impact opportunities alongside the team . This is a hybrid role to be based out of our Reston, VA office. Base range for this position is $220,000-$260,000 with additional compensation that brings total OTE to $300,000-$400,000.

Responsibilities

• Partner Strategy & Market Expansion
• 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.
• Relationship Management & Executive Engagement
• 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.
• Program Development & Operational Rigor
• 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.
• Cross-Functional Collaboration
• 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.
• Team Leadership
• 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.
• First-Year Priorities
• 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.
• Required Experience & Qualifications
• 10-15+ years leading partner or channel organizations in a SaaS, data, intelligence, or enterprise technology environment

Benefits

Additional Information

Babel Street is the trusted technology partner for the world's most advanced identity intelligence and risk operations. We deliver advanced AI and data analytics solutions providing unmatched, analysis-ready data regardless of language, proactive risk identification, 360-degree insights, high-speed automation, and seamless integration into existing systems. Babel Street empower s government and commercial organizations to transform high-stakes identity and risk operations into a strategic advantage . The actionable insights we deliver safeguard lives and protect critical assets around the world . Babel Street is headquartered in Reston, Virginia , with regional offices in Boston, MA and Cleveland, OH, and international offices in Australia, Canada, Israel, Japan, and the U.K. For more information, visit www. babelstreet.com .

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