Head of Partner and Business Development

Head of Partner and Business Development Onsite About Adaptiva Adaptiva is a Gartner-recognized Leader in the Endpoint Management market. We are a small, high-performance team, playing at the top end of this rapidly expanding market (TAM: $50B+, CAGR: 11%). Our customers include some of the world’s biggest and most respected companies, who rely on our technology to manage vast fleets of computers in their global environments. Our largest deployment scales to 450,000 devices in a complex worldwide network spanning 17,000 locations. We provide a fast-paced and collaborative environment where driven, intellectually curious professionals come together to do the best work of their lives while growing quickly alongside the company. Our success is fueled by a set of four core values: Integrity, Excellence, Work Ethic, and Dignity of Labor. As we scale, we are expanding our team to bring our highly differentiated Agentic AI product suite to market, capitalizing on a significant first-mover advantage. For the right candidate, this represents a rare opportunity to help shape a category-defining company while accelerating their own professional trajectory. We offer an industry-leading benefits package, including 100% company-paid health insurance, performance-based bonuses, a 401(k) retirement plan, and generous stock options that allow employees to participate in the company’s long-term success. About This Role Do you excel at building powerful partner ecosystems that drive meaningful revenue growth? We are seeking a seasoned Channel and Business Development leader to define and scale our global partner and strategic alliances strategy. In this role, you will design and execute a partner-driven growth engine that expands our reach and accelerates enterprise adoption. You will build on our existing OEM and strategic relationships with 5 of the world’s leading cybersecurity companies, leveraging these alliances to unlock new routes to market and enable co-selling through an ecosystem of value-added resellers (VARs), managed service providers (MSPs), and managed security service providers (MSSPs). Working closely with the company’s leadership team and the heads of Sales, Marketing, and Finance, you will establish partner and strategic alliances as a core pillar of our go-to-market strategy. This includes developing scalable partner programs, enabling joint solutions and co-marketing initiatives, and building a partner pipeline that materially contributes to company revenue. The ideal candidate combines strategic vision with operational execution - someone who can cultivate high-impact relationships, structure mutually beneficial alliances, and translate ecosystem partnerships into sustained growth and market expansion. This role will report directly to the CEO, and will be based at the company headquarters in Kirkland, WA. Responsibilities Work with the leadership team to understand the company’s strategic plan, product roadmap, and priorities, develop a partner program to expand Adaptiva’s global distribution footprint in alignment with these priorities, work with sales and marketing leaders to integrate the program with the overall go-to-market plan, and work with finance to fund it with an appropriate budget. Design and implement a comprehensive partner program that supports multiple tiers of partners—from regional VARs focused on SMB markets to large global enterprise VARs and leading offshore IT services organizations, and MSPs and MSSPs of all sizes. Identify, negotiate, and formalize strategic partnerships and reseller agreements as envisaged in the partner program. Develop and manage relationships with global VARs and IT services partners within the enterprise IT and security ecosystem. Drive joint go-to-market initiatives with partners, including demand generation campaigns, co-selling motions, and partner-led pipeline development. Collaborate closely with the sales organization to align field engagement, conduct account mapping, and strengthen relationships with partner sales, marketing, and overlay teams. Collaborate closely with the marketing organization to develop partner enablement materials, collateral, and marketing campaigns that support the broader channel go-to-market strategy. Establish metrics to track partner performance, continuously optimizing programs to maximize revenue impact and partner engagement. Communicate Adaptiva’s value proposition through partner training, webinars, industry events, and executive briefings. Serve as the primary liaison between Adaptiva and its partners, ensuring strong alignment, resolving issues, and driving mutual business success. Requirements 10+ years of leadership experience in business development, strategic alliances, and channel partnerships, ideally within enterprise software, IT infrastructure, or cybersecurity. Demonstrated success in building and managing partner ecosystems, including deep experience working with global VARs and IT services organizations. Proven ability to influence stakeholders and build relationships across executive leadership, sales teams, product organizations, and partner executives. Strong analytical skills with the ability to evaluate partner performance and prioritize high-impact alliances. Exceptional verbal and written communication skills, with the ability to engage business development leaders, executives, product managers, engineers, and security professionals. Highly self-driven and execution-oriented, with a track record of thriving in fast-paced, high-growth environments. Strong organizational skills with the ability to manage multiple strategic initiatives simultaneously. Working knowledge of Salesforce, modern productivity tools, and social selling platforms. How to Apply Please submit your resume and cover letter in PDF format to View email address on click.appcast.io. The annual base salary range for this position is $125,000 – $145,000, depending on experience and qualifications. We do not provide visa sponsorship for this position and participate in E-Verify for work authorization. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or other legally protected status. #J-18808-Ljbffr