VP, Partnerships

Vice President Partnerships

Location: Remote (US)
Business Unit: Discrete Manufacturing
Reports To: GM & Chief Commercial Officer

About CAI

CAI is a leading provider of digital work execution platforms designed to enhance operational efficiency and drive productivity in industrial environments. CAIs platform leverages advanced technology to convert complex paper-based procedures into streamlined digital workflows. By enabling real-time data collection and integration CAI facilitates greater visibility into work processes allowing organizations to make informed decisions optimize performance and ensure compliance.

In addition to robust workflow management capabilities CAI emphasizes data-driven insights to foster continuous improvement. CAIs solutions are tailored to address the unique challenges of industries such as manufacturing energy and pharmaceuticals helping organizations achieve higher operational standards and reduce costs. With a commitment to innovation and user-centric design CAI empowers businesses to transition from traditional practices to a modern digital approach driving growth and enhancing efficiency.

About the Role

CAIs Discrete Manufacturing business is entering a major growth phase driven by the expansion of our ShopVue and EDI product lines. We are seeking a Vice President of Partnerships to build (from zero) the partner ecosystem that fuels our next stage of scale.

This is a commercially accountable role focused on delivering measurable partner-sourced ARR by activating ERP alliances boutique and mid-tier system integrators and targeted referral partners. The VP of Partnerships reports directly to the GM & CCO and operates as a peer to the VP of Sales. Success is defined by revenue contribution partner activation and execution velocity not by the number of partnerships signed.

What Youll Do

1. Build the Partner System

• Identify negotiate and activate Tier 1 ERP and SI partners aligned to discrete manufacturing ICPs.
• Prioritize partners based on time-to-revenue and strategic fit.
• Define partner tiering incentives and commercial frameworks in partnership with Sales and Finance.
• Establish selection criteria grounded in ICP alignment integration readiness and GTM velocity.

1. Enable and Launch GTM Motions

• Lead joint GTM plays for ShopVue and EDI defining the optimal co-sell referral and resell routes-to-market.
• Work with Product & Engineering to ensure connectors SKUs and implementation kits are partner-ready.
• Drive partner onboarding and enablement with a target of activation within 90 days of signature.

1. Scale the Ecosystem

• Stand up the operational infrastructure for partner pipeline tracking forecasting and QBR rhythms.
• Build dashboards and KPIs measuring sourced ARR attach rates partner contribution and certification progress.
• Lay the foundation for a formalized partner program (tiering MDF certification) slated for FY27 scale-up.

In Scope

• ERP Platform Partnerships: Microsoft Infor Epicor IFS (prioritized by speed to revenue).
• System Integrators (boutique and mid-tier) that can attach and implement CAI SKUs.
• Referral partners that generate qualified opportunities.
• GTM enablement: onboarding playbooks certification readiness.
• Commercial impact: partner-sourced and partner-assisted ARR for discrete manufacturing solutions.

Out of Scope

• Execution of referral opportunities (owned by AEs under VP Sales).
• Offshore delivery partnerships unless directly tied to software revenue.
• Non-revenue tech alliances (AI analytics iPaaS).
• Services margin or PS efficiency (owned by PS leadership).

What You Bring

Experience

• 1015 years in enterprise or industrial/manufacturing software (MES ERP supply chain or adjacent).
• Demonstrated success building partner ecosystems from the ground up.
• Deep working knowledge of ERP ecosystems (Microsoft Infor Epicor IFS) and their SI networks.
• Proven track record of delivering partner-sourced or partner-influenced ARR.

Attributes

• Builder Mindset: Hands-on executor comfortable operating in ambiguity.
• Commercially Driven: Prioritizes pipeline and bookings over activity metrics.
• Industry Credibility: Fluent in ERP MES and manufacturing workflows.
• Cross-Functional Influencer: Drives outcomes without formal authority.
• Pragmatic Operative: Makes decisions based on time-to-revenue and rapid iteration.

Organizational Alignment

• Reports To: GM & Chief Commercial Officer CAI Discrete
• Peers: VP Sales VP Product VP Engineering VP Customer Experience
• Support From: Sales Ops Marketing Product Finance
• Team: Initially a single-FTE builder role; expansion potential tied to business growth and M&A

CAI Software is an EEO/Veterans/Disabled employer.

Equal Employment Opportunity

CAI Softwareis an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race color national origin age sex (including pregnancy sexual orientation and gender identity or expression) religion disability genetic information marital status veteran status or any other basis protected by local state or federal law.

Disability Accommodation

CAI Softwareendeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying please contact us at or send an e-mail with your specific accommodation request.

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with theImmigration Reform and Control Act of 1986 (IRCA).

Pay Transparency Nondiscrimination

CAI Softwarewill not discharge or in any other manner discriminate against employees or applicants because they have inquired about discussed or disclosed their own pay or the pay of another employee or applicant. However employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information unless the disclosure is (a) in response to a formal complaint or charge (b) in furtherance of an investigation proceeding hearing or action including an investigation conducted by the employer or (c) consistent with the contractors legal duty to furnish information. 41 CFR 60-1.35(c).

Required Experience:

Exec