Conviva is the intelligence layer for digital businesses, turning every consumer interaction into outcome-based intelligence—linking engagement patterns across AI agents, apps, websites, and streaming video to real results such as purchases, bookings, and resolved support requests. Powered by its patented Time-State Technology®, the Conviva® Operational Data Platform delivers real-time insights and automation that help leading enterprises grow, improve satisfaction, and build lasting trust.
Conviva is seeking a Head of Partnerships to build and scale our most strategic alliances—anchored in global services (Deloitte, Accenture) and key platform/ecosystem partners (Oracle, Google). This leader will own global alliance strategy, executive relationships, joint go-to-market (GTM), and revenue outcomes across these partners, driving measurable pipeline, bookings, and customer value for Conviva’s solutions.
What Success Will Look Like
Alliance strategy & business planning
- Set the multi-year alliance strategy for Deloitte, Accenture, Oracle, and Google to accelerate Conviva growth across priority industries and regions.
- Build annual/quarterly joint business plans (JBPs) with clear goals: pipeline, bookings, attach rates, renewal influence, and co-sell targets.
- Define partner segmentation, coverage model, and partner plays aligned to Conviva’s product and ICP.
GTM execution & revenue ownership
- Create and run repeatable partner GTM motions: co-selling, co-marketing, solution bundling, and services-led delivery.
- Establish opportunity identification and pursuit processes with partner sales teams, alliance leaders, and field leadership.
- Drive partner-sourced and partner-influenced pipeline, ensuring strong forecasting discipline and CRM hygiene.
Solution alignment & offerings
- Develop joint solutions and packaged offers with Deloitte/Accenture practices and with Oracle/Google ecosystem teams.
- Align Conviva integrations and reference architectures with Oracle Cloud and Google Cloud partner programs.
- Collaborate with Product and Engineering to prioritize partner-driven roadmap needs, integrations, and certifications.
Executive engagement & governance
- Own C-level and SVP-level relationships within Deloitte, Accenture, Oracle, and Google; represent Conviva in executive steering committees.
- Negotiate strategic agreements (e.g., co-sell, reseller, services referral, marketplace listings), ensuring mutually beneficial economics and clear accountability.
- Lead QBRs/MBRs, track performance, and course-correct quickly.
Partner enablement & internal orchestration
- Build enablement programs for partner sellers and practitioners: training, pitch assets, demo environments, battlecards, and playbooks.
- Coordinate cross-functionally with Sales, Marketing, Customer Success, Legal, Finance, and Operations to remove friction and accelerate deals.
- Influence and support services delivery excellence with GSIs to ensure customer outcomes and expansion.
What the next 12-18 month will look like
- Deloitte and Accenture become consistent top-tier sources of qualified pipeline and closed-won revenue.
- Conviva has 2–4 repeatable joint solution plays live in market (with reference customers and partner-ready packaging).
- Oracle and Google cloud ecosystem motions generate scalable co-sell and marketplace leverage (where applicable), increasing deal velocity and average deal size.
- Strong executive governance in place with predictable cadence, clear scorecards, and quarter-over-quarter growth.
Who you Are and What You’ve Done
- 12+ years in partnerships/alliances, business development, or GTM leadership in SaaS, cloud, data/analytics, martech/adtech, observability, or enterprise platforms.
- Deep experience building revenue-producing alliances with at least one GSI (Deloitte or Accenture strongly preferred).
- Strong familiarity with hyperscaler or platform ecosystems (Google Cloud, Oracle) including co-sell motions, partner programs, and field engagement.
- Demonstrated success negotiating and operationalizing complex agreements and joint GTM plans.
- Executive presence with proven ability to influence C-level stakeholders internally and externally.
- Operator mindset: metrics-driven, process-oriented, and comfortable building from scratch.
- Alliance strategy, joint planning, and governance.
- Co-sell execution and complex deal leadership.
- Partner enablement and internal alignment.
- Commercial negotiation and partner economics.
- Cross-functional leadership and executive communication.
- Ability to translate product value into partner-ready solution plays.
- Bachelor’s degree required; MBA or equivalent experience preferred.
- Flexible within the US (or near a major partner hub); expected travel ~30–40% to partner and customer sites.
To learn more about how Conviva can help improve the performance and outcomes of your digital services, visit www.conviva.com
Top Skills
What We Do
The Conviva Operational Data Platform is the first and only real-time stateful monitoring and analytics platform on the market empowering companies to perform real-time optimization of anything that impacts user experience across applications, networks, platforms, devices, access points, and more – connecting backend infrastructure performance to front-end revenue generation and everything in between. Unlike current observability solutions that limit their focus primarily to infrastructure performance metrics, user-centric operational analytics gives you the capability to get a true real-time lens into everything impacting your users’ experience, enabling you to monitor, manage, and optimize their interactions like never before. More than 250 industry leaders – including CBS, CNN, DAZN, HBO Max, Hulu, Red Bull, RTL, Sky, Sling TV, TED, Turner, and Univision – rely on Conviva to drive time-critical decisions at every level of their organization, reducing customer churn, increasing viewer engagement, driving new monetization models, and growing ROI. In 2006, Conviva’s founders sparked a revolution that defined measurement, analytics, and user experience in streaming entertainment. Today, the company continues to push the industry forward and provide the insights and context companies need to thrive in the digital world.
