Global Head of Partners at NICE

Primary Purpose

Our mission is to build a best-in-class partner organization and ecosystem that empowers collaboration and delivers exceptional customer experience outcomes, through strategic alliances and partnerships, shared expertise, and mutual growth for bookings, revenue and renewals.  NiCE is committed to enable partners to realize customer needs through the creation and delivery of value driven Ai CX innovation on NiCE technology platforms.

We are creating a new role, Global Head of Partners who will develop, execute and lead with passion a unified partner organization for NiCE that will deliver on the above mission.  This person is responsible for defining and executing upon a Partner Strategy that is aligned with the overall NiCE CX GTM Strategy, focusing on building and nurturing key partner relationships and enable scalable growth through our indirect channels.

The role will lead the partner strategies across all the full partner ecosystem – Strategic Tech Alliances, GSI’s, Technology partners, BPOs, VARs, etc..

This person is expected to achieve this by leading a global partner team and through their global partner organization functional group leaders, deliver and execute across the entire partnership lifecycle of Acquisition, Onboarding, Enablement and Partner Success including the different partner type sell motions and GTM through to customer implementation and success.

Major Functions and Core Responsibilities

Partnership Strategy and Execution:

• Build and execute a unified comprehensive partnership strategy aligned with the company's overall GTM strategy and business objectives.
• Identify and evaluate potential partnership opportunities across different segments, including TSD, VAR, GSI, Hyperscalers, Telco's, etc.
• Establish and nurture strategic relationships with key partners to drive mutual success.
• Collaborate with internal stakeholders, including Sales, Marketing, and Product teams, to align partnership initiatives with the overall go-to-market strategy.
• Develop and maintain partner programs tailored to achieve business goals.
• Lead partners’ specific marketing activities.
• Monitor and analyze market trends, competitive landscape, and industry dynamics to identify emerging partnership opportunities.

Revenue Growth and Performance:

• Develop and execute strategies to help enable Partner Sales to achieve and exceed revenue targets.
• Monitor and analyze key performance indicators (KPIs) related to revenue growth, pipeline creation, and product/service utilization.
• Leverage a unified ecosystem Globally and in region to penetrate new markets and scale more quickly and effectively to meet or exceed targets.
• Collaborate with finance and operations teams to ensure accurate forecasting and reporting of revenue, ROI tracking and performance metrics.

Team Leadership and Management:

• Build, lead and inspire a large organization of partnership professionals, providing guidance, mentorship, and performance management.
• Build and foster a passionate ‘partner first’/’partner with’ mindset across the organization.
• Set clear goals and expectations for the team, ensuring alignment with the company's strategic partnership objectives.
• Foster a collaborative and high-performance culture within the partners organization and with other parts of NiCE, promoting knowledge sharing and cross-functional collaboration.
• Drive professional development initiatives to enhance the team's expertise and capabilities in partnership management.

Operational Excellence and Efficiency:

• Collaborate closely with the field sales team to understand market dynamics, customer requirements, and partner needs.
• Enable scalable NiCE growth by building a foundation that supports expansion without exponentially increasing operational complexity.
• Facilitate effective communication and collaboration between the field sales team and channel partners to maximize revenue opportunities.
• Develop and deliver partner enablement programs, including onboarding, training, sales tools, and resources, to enhance partner effectiveness.
• Operationalize, monitor and track partner performance, providing regular updates to senior leadership on partnership metrics, pipeline development, and revenue growth.

Experience Requirement:

• 15+ years partner experience, preferably in managerial capacity.
• 5+ years executive leadership experience.
• Proven track record of building and managing successful partnerships with TSDs, VARs, GSIs, Hyperscalers, and Telco partners.
• Strong strategic thinking and analytical skills, with the ability to identify market trends and opportunities.
• Excellent leadership and team management abilities, with a focus on driving results and fostering a collaborative environment.
• Strong negotiation skills
• Exceptional communication and interpersonal skills, with the ability to influence in matrix models and negotiate at all levels.
• Demonstrated ability to connect field sales teams with channel partners for improved execution and revenue growth.