VP Partner Management

Babel Street is the trusted technology partner for the worlds most advanced identity intelligence and risk operations. We deliver advanced AI and data analytics solutions providing unmatched analysis-ready data regardless of language proactive risk identification 360-degree insights high-speed automation and seamless integration into existing systems. Babel Street empowers government and commercial organizations to transform high-stakes identity and risk operations into a strategic advantage. The actionable insights we deliver safeguard lives and protect critical assets around the world. Babel Street is headquartered in Reston Virginia with regional offices in Boston MA and Cleveland OH and international offices in Australia Canada Israel Japan and the U.K. For more information visit .

About the Role

The VP of Partner Management will lead Babel Streets global partner ecosystemdriving strategy expanding revenue channels and strengthening relationships across distribution/resale partners cloud hyperscalers system integrators and OEMs. This role will be responsible for shaping a high-impact partner strategy that aligns with Babel Streets long-term growth goals across both public sector and commercial markets.

The ideal leader brings deep industry experience an established network within the DC-area federal and enterprise partner landscape and a strong record of building scalable high-performing partner programs.

Key Responsibilities

Partner Strategy & Market Expansion

• Develop and execute a comprehensive partner strategy across disti/resale cloud hyperscalers SI & OEM channels.
• Drive partner-sourced and partner-influenced revenue growth across targeted markets.
• Work closely with the Babel Street product and engineering teams to create new GTM models with partners to co-sell innovative solutions.
• Expand Babel Streets presence within hyperscaler marketplaces co-sell programs and strategic integrations.
• Build multi-year roadmaps for each partner category aligned to corporate revenue goals.

Relationship Management & Executive Engagement

• Serve as the executive face of Babel Street to top-tier partners across public sector and commercial ecosystems.
• Build strengthen and maintain a trusted network of partner executives and strategic stakeholders.
• Lead joint business planning performance reviews and accountability frameworks that drive measurable outcomes.

Program Development & Operational Rigor

• Oversee the design and evolution of partner programs enablement paths deal registration processes and partner lifecycle management.
• Collaborate closely with Product Marketing and Sales on partner enablement content GTM alignment and co-marketing initiatives.
• Ensure operational excellence across partner onboarding pipeline reporting and contracting.
• Identify opportunities to streamline processes increase partner activation and enhance partner experience.

Cross-Functional Collaboration

• Work across Sales Product Public Sector Marketing and Legal to drive alignment and support partner-driven motions.
• Partner with Sales Leadership to embed partner engagement into field strategy and pipeline development.
• Influence product roadmap conversations with partner insights market demand trends and ecosystem requirements.

Team Leadership

• Lead and develop a team of partner managers and operations professionals.
• Foster a culture of collaboration accountability and continuous improvement.
• Build scalable systems processes and routines to support global partner growth.

• Assess and rationalize the existing partner ecosystem clarifying partner tiers roles and revenue expectations.
• Identify and prioritize the top strategic partners across resale hyperscalers SIs and OEMs based on near- and long-term revenue potential.
• Establish a clear operating cadence with partners including joint business planning QBRs pipeline reviews and performance dashboards.
• Embed partners into priority GTM motions strategic accounts and top field-led opportunities to accelerate pipeline and deal velocity.
• Stand up or optimize hyperscaler marketplace and co-sell motions to drive measurable partner-sourced and partner-influenced revenue.
• Build the foundational processes reporting and governance required to scale partner-driven revenue globally.

Required Experience & Qualifications

• 1015 years leading partner or channel organizations in a SaaS data intelligence or enterprise technology environment.
• Deep relationships and experience working within the DC-area public sector and commercial partner ecosystem.
• Proven success building and scaling partner programs across disti/resale cloud hyperscaler SI and OEM channels.
• Strong track record of driving partner-influenced and partner-sourced revenue growth.
• Excellent relationship-building skills with senior executives at partner organizations.
• Prior experience leading and developing high-performing teams.
• Strong business acumen negotiation skills and executive presence.
• Experience operating in high-growth PE-backed or dynamic scaling environments (preferred).

Preferred Qualifications

• Background supporting public sector national security intelligence or mission-driven technology markets.
• Experience with AWS Azure or GCP marketplace programs.
• Familiarity with government affairs public sector ecosystem development and federal contracting.
• Advanced degree (MBA or similar) a plus.

Success Measures

• Growth of partner-sourced and partner-influenced revenue.
• Increased activation and performance of strategic partner tiers.
• Expansion of co-sell marketplace and SI/OEM motion effectiveness.
• Strong operational infrastructure for partner management and reporting.
• High-performing team with clear goals enablement paths and accountability.
• Strong executive relationships and partner satisfaction.

Benefits at Babel Street (just to name a few...)

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical Dental Vision Life & Disability insurances for you and your family!
• Retirement Plans:Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.

Babel Street is anequalopportunity/affirmative actionemployer. All qualified applicants will receive consideration foremploymentwithout regard to sex gender identity sexual orientation race color religion national origin disability protected Veteran status age or any other characteristic protected by law. FurtherBabel Street will not discriminate against applicants for inquiring about discussing or disclosing their pay or in certain circumstances the pay of their coworkerPay Transparency Nondiscrimination.In addition Babel Streets policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.