Vice President, Strategic Partners & Alliances

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Redgate Software

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1999

☁️ SaaS

🏢 Enterprise

🤝 B2B

💰 Secondary market on 2020-05

SaaS • Enterprise • B2B

Redgate Software is a provider of database DevOps tools and solutions that help organizations manage, monitor, secure, and automate database change, deployments, and test data across on-premises and cloud environments. Their product suite includes database migration (Flyway), monitoring and observability (Redgate Monitor), test data management, and developer productivity tools like SQL Toolbelt and SQL Prompt. Redgate targets enterprise development and operations teams, emphasizing security and compliance (ISO 27001), cloud migration, cost efficiency, and AI-ready data foundations, with many large global customers including a large share of the Fortune 100.

📋 Description

• Define the multi-year channel strategy, deepen our hyperscaler partnerships with AWS and Microsoft/Azure, and design and launch a Consulting Partner Program from the ground up. • Own the global channel strategy aligned to our 5-year ARR plan, with direct accountability for partner-sourced and partner-influenced revenue. • Deepen AWS and Microsoft/Azure as priority hyperscaler alliances — Marketplace expansion, co-sell motions, APN/MPN progression, and competency alignment. Personally owning the mechanics — Marketplace listings, private offers, ACE co-sell execution, and APN/MPN programme progression. • Design, launch and run a Consulting Partner Programme from scratch targeting SIs, regional consultancies, and AWS/Microsoft consulting partners — including tiers, commercial model, and certification. • Lead and develop the global channel team, embedding coaching and performance management while driving cross-functional alignment with Sales, Marketing, Product, and Engineering. • Carry forecast accountability and manage channel cost-of-sale, providing accurate pipeline visibility to the CRO.

🎯 Requirements

• Significant channel and partner leadership experience in software or IT, with a proven track record scaling channel programs and delivering quantifiable ARR growth. • Hands-on experience building hyperscaler alliances — AWS Marketplace, co-sell (ACE), APN progression, and/or equivalent Microsoft Azure/MPN experience. • Experience launching a Consulting or SI Partner Program from scratch, including tiers, commercial model design, and certification paths. Experience managing existing GSI relationships is valuable but we need someone who has designed the programme architecture itself. • Strong commercial acumen and P&L management capability, with the ability to build business cases and drive decisions from data. • Confident operating at board and C-level, with the executive presence to represent Redgate in VP and C-suite partner relationships globally. • Experience in or strong adjacency to database, DevOps, or developer tooling is a significant advantage. Candidates from unrelated domains such as cybersecurity or financial services will need to demonstrate how their experience translates.

🏖️ Benefits

• Competitive salary —$180,000 - $220,000 + OTE • Remote working: home-based with regular travel (50%+) • Monthly wellbeing allowance and generous paid time off • Genuine investment in learning, development, and career progression • Private health insurance • Full benefits package available at redgate.com/benefits