The VP of Partnerships Role
Partnership leadership at technology companies has matured significantly over the past decade. What was once a relationship management function has become a revenue function — with attributed pipeline targets, co-sell quotas, and partner-sourced ARR as measurable outcomes. The VP of Partnerships who can build a partner ecosystem that generates 20–30% of company revenue through channels, integrations, and co-sell agreements is among the highest-leverage commercial executives a technology company can hire.
Majhi Group places VP of Partnerships leaders at high-growth technology companies. Every search defines the specific partnership model the company is building — channel, technology, strategic, or marketplace — before sourcing begins, because the candidate profile for each differs in meaningful ways.
Partnership Model Taxonomy
Partnership Revenue Models
Assessment Dimensions
Partner-sourced revenue track record
The most important metric in a VP of Partnerships assessment is partner-sourced revenue attributed directly to the candidate's program — not co-marketing impressions, not integration listings, not signed partner agreements. The question is: how much revenue did the partner ecosystem generate, and how do you know it was the ecosystem that generated it?
Partner program architecture
Building a partner program from scratch is fundamentally different from managing an existing program. The VP of Partnerships who has built partner tiers, certification programs, co-marketing frameworks, and revenue-sharing structures from zero is a different profile from one who has operated within structures that already exist.
Internal alignment capability
Partner programs fail most often because the internal sales team doesn't trust partner-sourced leads and doesn't prioritise partner deals. VP of Partnerships candidates who have built genuine internal alignment — where the direct sales team advocates for the partner program rather than competing with it — are rare and significantly more effective.
"A VP of Partnerships who has signed 50 partners and generates 8% of revenue is not the same as one who has signed 15 partners and generates 28% of revenue. The search has to surface the productivity of the candidate's ecosystem, not just its size."
Majhi Group Partnerships Search Process
Majhi Group closes VP of Partnerships searches in 30–45 days. Every candidate is assessed on partner-sourced revenue attribution, program architecture experience, and internal sales alignment track record before presentation to the CEO.