Description
We're hiring a Head of Global Partnerships to lead, scale, and evolve this function. This role owns the end-to-end partnerships charter, including ecosystem strategy, partner acquisition and enablement, go-to-market execution, and revenue impact.
You will report to the SVP of Sales, be a key member of the GTM leadership team, and work cross-functionally with senior leaders in Product, Sales, Marketing, and Customer Success. This is a unique opportunity to build a category-defining partner ecosystem that fuels both Intercom’s and our partners’ success.
This role is pivotal to how Intercom scales with and through the ecosystem. You’ll play a critical role in shaping our go-to-market future, unlocking new revenue channels, and amplifying our product and brand in the market. You’ll lead a strategic function with executive visibility, operate at the intersection of GTM and product, and help define what best-in-class partnerships look like in the AI-first customer service era.
Executive Leadership & Organizational Scale
- Lead, mentor, and grow the global partnerships organization across Solutions, Technology, and Strategic partnerships.
- Establish a clear operating model, org structure, and growth strategy to evolve the evolution of Intercom’s partner ecosystem.
- Build deep alignment with Sales, Marketing, Product, Engineering, and Customer Success to embed partnerships into the broader GTM engine.
- Represent Partnerships at the executive level, providing strategic recommendations, business insights, and market intelligence.
Partnership Strategy & Ecosystem Design
- Define and own Intercom’s global partnership strategy, ensuring clear priorities, execution focus, and measurable outcomes across all partner categories.
- Articulate a differentiated and scalable ecosystem vision aligned to Intercom’s long-term growth priorities.
- Evaluate market trends and competitive landscapes to identify new partnership categories, ecosystem opportunities, and strategic alliances.
Program Development & Scalable Infrastructure
- Design and operationalize scalable partner programs including onboarding, enablement, certification, incentives, and co-selling frameworks.
- Build the infrastructure (systems, tools, partner portal, analytics) to support consistent, high-impact partner engagement at scale.
- Establish partner tiering, accountability frameworks, and performance metrics to drive sustained results.
Partner Acquisition, Management & Revenue Growth
- Source, evaluate, and secure high-impact partners across all segments: Solutions, Technology, and Strategic partners.
- Lead executive-level relationships with top partners to unlock co-selling, co-marketing, and integration opportunities to drive ARR.
- Develop and scale repeatable partner motions that integrate partners into the sales cycle and influence product strategy.
- Drive measurable business outcomes through partner-sourced and partner-influenced revenue.
What skills do I need?
- 12+ years experience in Partnerships, Business Development, Alliances, or Ecosystem Leadership within SaaS or enterprise technology.
- Proven success building and scaling a global partnerships organization, including hiring, team design, and performance management.
- Experience developing and operationalizing partner programs across multiple partner types: Solutions, Technology, and Strategic.
- Strong operational mindset. Able to design processes, define KPIs, build systems, and implement scalable partner motions.
- Track record of delivering revenue impact through partner-sourced and partner-influenced pipeline.
- Excellent executive presence with the ability to influence senior stakeholders internally and externally.
- Exceptional relationship-building and negotiation skills.