Basic Information

Name: Director - Strategic Partner Development

Job ID: 1583

Posting Locations: King of Prussia, PA, Naperville, IL, Remote

Job Type: full-time

Status: Regular

Category: Director

Description and Requirements


This position is responsible for leading the company’s developer partner program. This position creates a developer partner business model with best-of-breed technology partners to ensure success for our mutual customers and builds, develops, and manages a team that drives growth through a developer partner ecosystem.


  • Develops a comprehensive multi-year strategic business development plan that sets direction for Developer Partner Ecosystem.
  • Accountable for driving the company business development strategy and activities for the Developer Partner Ecosystem globally in support of corporate revenue and strategy goals.
  • Leads efforts to design and maintain partner certification process to simplify Developer Partner’s path to success.
  • Establishes best practice procedures to drive efficiencies across the Developer Partner model.
  • Works closely with product management to enhance developer partner user experience.
  • Leads and manages all Developer Partner planning and operational activities – strategy, market development, legal. business planning, and forecasting.
  • Manages cross-functional team that will develop, cultivate, and lead partner global relationships for all business-related activities for the developer partner ecosystem.
  • Leads efforts to build internal and external awareness of Developer Partner solutions.
  • Provides leadership guidance to support the organization's global sales and channel teams activities.
  • Develops and opens relationships with appropriate Partner sales and channel leadership.
  • Provides subject matter expertise in pre-sales and sales conference calls.
  • Provides subject matter expertise in pre-sales activities participating on sales conference calls.
  • Provides leadership, mentoring, and support for the company's Partner Managers.
  • Occasional business travel may be required.
  • May lead projects and performs other duties as assigned.


  • Determines appropriate resourcing of staff in order to achieve goals and objectives for designated Partner Ecosystem.
  • Builds an effective leadership team through mentoring and formal education that focuses on management and project management principles.
  • Defines annual Key Performance Indicators aligned with corporate goals.
  • Directs and mentor leaders on performance gaps, career development opportunities, and strategies.
  • Directs and coach leaders on all human resource related processes including onboarding,
  • performance management, succession planning, employee relations, selection, terminations, compensation and rewards.
  • Accountable for collective results and recognizing others’ contributions and share credit for success.
  • Owns attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction.
  • Leads change management initiatives to drive improvements and efficiencies.
  • Ability to interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment.
  • Prepares and manage budget as assigned; analyzes variances and initiates corrective actions to maximize operational performance.
  • Excellent written and verbal communication including public speaking to all levels up to and including the C suite
  • Functional understanding of the financial business application process
  • Strong working knowledge of current tax technology and major ERP technologies
  • Knowledge of the enterprise product portfolio, solutions and global services offerings, and installation methodologies
  • Strong leadership, project management and team building skills
  • Excellent understanding, comprehension, and ability to articulate various business processes
  • Strong team leadership skills
  • In-depth knowledge of the full life cycle ERP/Tax applications including deep knowledge of the organization's products and solutions.
  • Ability to create client vision, value proposition and business case to expand the ongoing use of the organization's solutions
  • Ability to establish clear client objectives, approach, process and plan to achieve promised value of the organization's software solution
  • Experience managing teams and client relationships required
  • Experience developing relationships at the executive level required
  • Demonstrate leadership skills and the ability to influence at all levels within the organization
  • Ability to facilitate consensus when confronted with strong opposing views.
  • Excellent communication (oral, written, presentation and facilitation) skills.
  • Must possess strong EQ skills and exhibit emotional stability and maturity in the face of highly emotional and stressful situations.
  • Excellent interpersonal, organizational, time management, decision making, presentation and oral and written communications skills.
  • Proficiency in Microsoft Office packages is required.


  • Bachelor's Degree required; MBA preferred.
  • Twelve (12) plus years of experience in managing sales or business development within a SaaS/Cloud business.
  • Five (5) plus years of leadership experience, preferably within the channel/partner sales environment. Or equivalent combination of education and/or experience.

Other Qualifications

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other,

our customers, and our partners.

  • Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and
  • provide meaningful feedback.
  • Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20
  • rule – better is the enemy of done. Don’t spend hours when minutes are enough.
  • Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how
  • their role contributes. Set aside personal objectives for team results.
  • Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
  • Own the Outcome - Defined milestones, commitments and intended results. Assess your work in
  • context, if you’re unsure, ask. Demonstrate unwavering support for decisions.


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