Vice President, Strategic Partnerships

Job title: Vice President, Strategic Partnerships

Company: PathFactory

Job description: PathFactory is revolutionizing the way that B2B companies interact with their buyers. In much the same way that modern publishing platforms like can provide a fantastically micro-personalized experience because they are intimately familiar with your past content consumption, like which movies you’ve finished or which shows you stopped watching after just one episode, and they have a ton of content intelligence about every title. That’s what we’re bringing to marketing at – hyper-relevant recommendations that encourage your audience to binge-consume your content and create self-directed journeys at scale.

PathFactory helps B2B marketers understand the role of content in the buyer’s journey and discover a new class of data to optimize the path to purchase. PathFactory uses this data and insight to optimize content delivery across every channel, connecting buyers with the most relevant information whenever and wherever they click.

The Vice President, Strategic Partnerships is responsible for overseeing all business relationships, partnerships, and alliances for the organization for both commercial and technical relationships, supporting a direct sales channel and exploring opportunities to create an indirect model of co-sell, cross-sell, and/or resale channels. Primary responsibilities include documenting and executing existing partnership planning and strategy, partnership progress among many various facets of the business, and forecasting of financial impact due to these partnerships and alliances. This role is tasked with driving our partnerships to the most optimal level, per the business strategy, in the shortest amount of time. This is a time-urgent role requiring a high-energy executive.

This role will lead and manage all partnerships for PathFactory in the marketing ecosystem including ISVs, Agencies, and Integrators. This role will lead responses to requests for partnerships. For the sake of clarity, this role is not the traditional business development position, as PathFactory has many partnership opportunities already in play. This role is focused on converting three key relationships in 2022 into commercially viable, mutually beneficial relationships, securing new intellectual property, revenue, or other value for PathFactory. Speed to market is key, ruthless focus and high energy, can-do-quickly mindset is required.

Reporting directly to the COO, the Vice President of Strategic Partnerships also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled across the organization to align with success. This includes sales (sell-with/sell-through coordination), marketing, customer experience, product, and engineering.

This is the first partnership position so a roll-up your sleeves, get it done attitude, combined with strategic excellence and a clear understanding of the potential commercial impact is required. This is a quota carrying position.


  • Develops, organizes, and manages the partnership, business development, and alliances opportunities and efforts of multiple product lines. Prioritization determined by ELT.
  • Creates a strategy for fast success in all indirect selling channels including co-sell, resell, cross-sell, or referral/agency programs
  • Works collaboratively with Sales, Marketing, and Product Management as it relates to all partnerships, alliances, and business development relationships to drive revenue for the organization.
  • Drives adoption of company programs among assigned partners
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationships. This will include contracts, commercial terms, value exchange, and future roadmap implications (aligned with PathFactory’s product roadmap and team).
  • Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement by leveraging select partnerships
  • Over time, forecasts the commercial impact of partnerships and alliances
  • Ensures partner compliance with partner agreements
  • Works closely with partners and internal PathFactory stakeholders on requests for relationships such as technical integrations
  • Leads all contracting, MOU, and other business relationship definitions and terms for all technical and commercial partnerships
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
  • Responsible for driving net new bookings directly and via the sales team, on all partnerships and alliances
  • Business partner-level relationships with Sales, Marketing, Engineering, Product Management, and Professional Services
  • Trusted advisory relationships with prospective and existing partners

Knowledge, Skills, and Experience Needed for the Job

  • Previous strategic partnerships/partner relations experienced for a Software-as-a-Service technology firm required, preferably in Marketing Technology
  • Experience managing partnerships programs, including developer partnerships, resell, cross-sell, and co-sell relationships
  • Excellent oral and written communication skills with the ability to influence others internally and externally
  • High-energy personality with good communication skills is a firm requirement
  • Strong leadership skills and ability to work both autonomously and as a team player
  • Problem-solving disposition, curious by nature, with a constant desire to improve and achieve higher grounds
  • Ability to analyze quantitatively, solve problems, and scope business requirements and maybe even product requirements
  • Ability to deliver initiatives from conception through completion, on time and in an expedited manner and with high energy
  • Ability to meet tight deadlines and prioritize expectations for fast execution is firm


PathFactory is a remote-first company and will consider qualified applicants located anywhere in the United States.

Why is working for this leadership team a great career experience?

PathFactory CEO, , is the former CEO of ItemMaster, a product content management company and PathFactory customer that was acquired by Gladson (now Syndigo) in January 2019. Prior to ItemMaster, he led Fishbowl, Inc., a leading restaurant marketing and analytics company, and Aptara, a digital content and publishing leader. Ganesan has in-depth experience in building and scaling companies in the digital, mobile, content, and data analytics industries. He is the recipient of the Ernst & Young 2017 Entrepreneur-of-the-Year award, Future 50 award in 2014 and 2013, and was recognized as a Washington Tech Titan in 2013.

PathFactory COO, , brings extensive SaaS go-to-market experience spanning the complete customer lifecycle, specializing in aligning revenue and customer teams to drive significant results and return on investment. At ItemMaster, she oversaw sales, marketing and customer success, resulting in 84% YoY growth and a 74-point improvement in customer satisfaction. Prior to ItemMaster, she was Senior Vice President of Marketing and Partnerships at Fishbowl, a restaurant customer engagement platform that was acquired by a private equity firm in 2017, and held a number of senior roles at AARP and Carlson Marketing (now Aimia).

Why Work at PathFactory?

This is where we get to boast a little about why we’re awesome and why it would be awesome for you to work with us. PathFactory is a fast-growing, innovative marketing technology company with a corporate culture that values individuality and diversity. We work hard and play hard and we do both with passion and respect for one another. Our company promotes a fast-paced, fun, friendly and highly collaborative work environment. PathFactory’s leadership is transparent, approachable, and committed to the growth of each and every team member. Weekly all-hands meetings, company events and a quarterly Founders’ Award for the team member who best embodies our values – these are all cherries on top of the PathFactory cake!

  • Generous medical, dental, and vision coverage
  • 2 days paid VTO (volunteer time off) every year to help impact your community
  • Education & learning stipend for personal growth and development
  • Flexible vacation time to promote a healthy work-life balance
  • Continuing Business Education through monthly “DevTalks” with global thought leaders
  • Sales Tech galore! SFDC, Gong, SalesLoft, LinkedIn Sales Navigator, ZoomInfo, and more

Don’t forget to check out our and reviews to hear from our customers too.

Interested? We’d love to hear from you

If you believe you have the right stuff, apply below. Attach your resume and a short cover letter telling us why you are the right person for this job! We are marketers, not HR people, so feel free to let a bit of your personality come through.

PathFactory is an equal opportunity employer.

It prohibits discrimination based on age, colour, disability, national origin, race, religion, sex, sexual orientation, and any other legally protected class in accordance with applicable federal, provincial and local laws. PathFactory is committed to creating and maintaining an inclusive and accessible workplace. If you are contacted for an interview and require accommodation during the interviewing process, please let us know.

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Expected salary:

Location: USA

Job date: Thu, 16 Dec 2021 05:02:06 GMT

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