Enterprise Partnerships Lead: GSI/SI & Co-Sell Strategy

Requirements 10+ years of experience in partnerships, business development or related roles

• Demonstrated ability to build and scale partnerships from the ground up, preferably with GSIs or SIs
• Experience managing complex, multi-threaded relationships across both external partners and internal teams
• Strong understanding of SaaS sales motions, enterprise pipeline development, and co-selling dynamics
• Proven project and program management skills, with the ability to drive cross-functional initiatives from concept to execution
• Ability to operate across multiple partner types and adapt to different business models
• Excellent communication, negotiation, and stakeholder management skills
• Familiarity with Klaviyo’s platform and broader martech landscape (CDPs, ESPs, ecommerce platforms)
• Experience working in high-growth or fast-paced environments
• Strategic thinking with strong execution orientation
• Ability to manage complexity and multi-threaded relationships
• Agility across partner types and ecosystem dynamics
• Ability to influence without direct authority
• Strong organizational and operational discipline

What the job involves We are seeking a Strategic Partnerships Manager to drive the development, execution, and scaling of high-impact partnerships within Klaviyo’s ecosystem

• This role is designed for a strategic operator who can recruit and build partnerships from the ground up, navigate complex and multi-threaded stakeholder environments, and deliver measurable business outcomes
• The primary focus of this role will be on GSIs and SIs, requiring deep engagement with consulting-led partners and strong alignment to enterprise sales motions
• In addition, this role requires the agility to work across adjacent partner types—including technology/ISV partners and hyperscalers where appropriate, and to develop multi-partner plays that combine capabilities across the ecosystem
• Identify, evaluate, and prioritize strategic partnership opportunities with GSIs and SIs that expand Klaviyo’s presence in the enterprise
• Build partnerships from zero-to-one, including sourcing, structuring, and launch
• Develop and own joint business plans aligned to co-sell, services-led, and transformation-driven GTM motions
• Own and manage multi-threaded relationships across GSI and SI organizations, including executives, alliance leaders, sales teams, and delivery organizations
• Act as the central point of coordination within Klaviyo, aligning stakeholders across Sales, Product, Marketing, and Customer Success
• Drive executive alignment and maintain strong internal and external stakeholder engagement to ensure partnership success
• Partner closely with Sales to drive partner-sourced and partner-influenced pipeline through GSI and SI co-selling motions
• Work with Partner sales to design, execute and manage joint go-to-market strategies, including account planning, co-selling frameworks, and partner-led opportunities
• Identify opportunities to accelerate deal cycles, expand deal sizes, and increase win rates through partner engagement
• Collaborate with technology/ISV partners and hyperscalers where relevant to support joint customer solutions
• Develop and orchestrate multi-partner plays (e.g., GSI + ISV + Klaviyo) to deliver differentiated customer value
• Adapt engagement strategies across partner types, aligning incentives and roles within broader ecosystem motions
• Lead cross-functional initiatives required to launch, operationalize, and scale partnerships
• Build and implement repeatable processes, frameworks, and playbooks to support GSI/SI partnership growth
• Manage timelines, dependencies, and deliverables across multiple stakeholders, ensuring high-quality execution
• Success Metrics
• Partner-sourced and partner-influenced revenue driven through GSI/SI partnerships
• Growth and depth of GSI/SI relationships
• Execution and outcomes of joint business plans and co-selling initiatives
• Effectiveness of multi-partner plays and ecosystem collaboration
• Internal stakeholder alignment and partner satisfaction

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