Global leadership and strategic oversight of Vertex's indirect sales across all partner types. Advocate for partners within Vertex, and ensure cross-functional alignment and resource allocation as needed
Executive presence:
•Ability to build & maintain trusted relationships with C-level and senior stakeholders across all functions of the Vertex organization
•Set long-term partner strategy, representing Vertex at senior executive levels
•Demonstrated ability to identify & manage commercial & operational risks while protecting partner relationships
•Thought leader profile in the industry on partner strategy / tax tech topic
Leadership skills:
•Prioritization, resource allocation, investment decisions across partner motions
•Successful experience managing cross-functional teams to execute against defined long-term strategy & transformation
Sales & Technical skills:
•Design and govern global partner GTM models (co-sell, attach, influence, resell)
•Align partner roles / motions with sales strategy, field exec., territory planning
•Identify, manage and deliver partner pipeline through various high-performing alliance and channel teams in line with Vertex growth priorities
•Deep understanding of tax calc & broader ERP implementation landscape, w/ knowledge of key players and interconnectedness
•Unlock partner models within solution ecosystem around Vertex portfolio
Overall Indirect Channel Sales:
•Define the global channel sales strategy, including roles, coverage, GTM alignment with core sales
•Design the indirect sales organizational and operating model across partner types
•Guide global revenue and pipeline targets for partner-sourced and partner-influenced business
•Develop and oversee the channel investment, including MDF, incentive structures, and partner funding mechanisms; track ROI metrics ensuring resources are allocated / pivoted based on ROI
•Own global budget planning and resource allocation - partner prog., enablement, field, reg. execution
•Lead and mentor the global partner team, fostering a high-performance culture and ensuring effective cross-functional collaboration with clear accountability for partner outcomes
•Lead expansion of partner driven sales motion to focus global markets, and new customer segments
Partner Lifecycle:
•Identify and prioritize top (groups of) priority partners based on delivery capability, influence, and strategic fit with Vertex's GTM priorities
•Engage and build rapport with C-suite/senior stakeholders at priority partners to align on joint growth vision and maintain relationships
•Set expectations, ownership and accountability mechanisms for partner engagement across the lifecycle to different teams; establish governance and reporting standards
•Influence and shape product / solution strategy with partner insights
Deal Lifecycle:
•Sponsor high-stake pursuits or strategic accounts where partner alignment is critical to winning, unlocking executive engagement or strategic positioning as needed
Experience:
•15+ years in channel sales, ecosystem leadership, or alliances, with global scope
•Experience building long-range strategy in line with 1,3,5 year revenue goals
•Experience of setting and attaining 2-3x aspirational revenue goals in new roles
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
Vertex Values: Together We Win
We're building a team of people who are passionate about making an impact for our customers and committed to how that impact is achieved. Our values define the behaviors, mindset, and culture that make Vertex a great place to grow and do meaningful work.
Play to Win or We Don't Play — If we choose to do something, we're choosing to do it because we plan to win. That mindset raises our bar on product quality, customer outcomes, and how we show up for one another.
Work As a Team, Putting the Customer At the Core — Our customers are our true north. Whatever your role, ask: how will this help a customer succeed today? We earn trust through outcomes, not promises.
Achieve Excellence With Integrity, Speed, and Agility — The market isn't slowing down. We'll move faster, adapt quickly, and never compromise on doing things the right way — for teammates, customers, and partners.
Innovate Boldly With a Growth Mindset — Progress demands smart risk. We'll try new approaches, learn fast, and keep pushing the boundaries — especially where AI can remove friction and unlock value.
Communicate with Care, Candor and Transparency — Honest, constructive conversations make us better. Let's speak plainly about what's working and what isn't and help each other improve.
Pay Transparency Statement:
US Base Salary Range: $296,600.00 - $385,600.00
Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.
In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.
Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.
*In no case will your pay fall below applicable local minimum wage requirements.
