VP, Partnerships & Alliances

About the role

We're hiring a VP of Partnerships & Alliances to build and lead Unframe's partner ecosystem as a core growth engine for the business.

This is a high-impact leadership role at a pivotal stage. You will define how Unframe scales beyond direct sales, turning partnerships into a consistent driver of pipeline, POCs, and revenue.

From day one, you'll be expected to generate momentum: activating existing relationships, creating new paths to pipeline, and identifying high-impact opportunities with partners. At the same time, you'll shape the long-term strategy deciding where to focus, which partnerships matter, and how to build a repeatable, scalable motion.

You will operate at the intersection of strategy and execution, working directly with Sales, Product, and executive leadership to define how we win through partners in the enterprise. This is not a maintenance role. It's an opportunity to:

• Build a category-defining partnerships motion in AI
• Create new revenue channels from the ground up
• Shape how enterprise AI is delivered through ecosystems

What you'll do

• Drive partner - sourced pipeline: Activate existing partners and create near-term opportunities through co-sell motions, joint accounts, and targeted use cases
• Define global partnerships strategy: Prioritize across SIs, hyperscalers, and channel partners, alliances, and more, focusing on where Unframe can win and generate pipeline quickly, while laying the groundwork for long-term strategy
• Recruit and activate strategic partners: Identify and close high-impact partnerships while ensuring they produce pipeline and ultimately revenue
• Develop / enable repeatable co-sell motions: Build partner-specific plays tied to high-impact use cases and enterprise entry points aligned to their needs
• Scale the function: Hire and lead a partnerships team, defining structure, metrics, and performance standards
• Drive revenue: Drive pipeline generation and closed revenue through partner-led and partner-influenced deals
• Partner cross-functionally: Align closely with Sales, Product, and RevOps on pipeline, POCs, and partner attribution
• Travel frequently: Represent Unframe in partner and customer meetings and industry events (30-40%)

What we're looking for

• 10+ years in partnerships, business development, or indirect GTM within enterprise software
• Proven track record of driving pipeline and revenue through partners
• Experience working with SIs, hyperscalers, or channel ecosystems in complex enterprise sales environments
• Strong enterprise sales instincts, comfortable influencing complex early-stage deals
• Experienced global leader with a track record of building and scaling high-performing, distributed teams
• Strong understanding of complex technical products and how to position them effectively within partner ecosystems (CIO, CTO, data/AI stakeholders)
• Builder mindset with experience creating partnership programs from zero and operating effectively in fast-moving, ambiguous environments