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Role Description

We are seeking a highly driven and strategic Head of Global Channels & Alliances to lead the development, monetization, and management of key channel partnerships and alliances across the region. This role is responsible for identifying new opportunities, building high-value relationships, and driving revenue growth through strategic partner ecosystems. The ideal candidate combines a strong business development mindset, proven sales acumen, and exceptional relationship management skills at the executive level.

• Business Development
  • Identify, target, and qualify new channel and alliance opportunities across North America.
  • Conduct initial discovery calls and meetings to assess strategic fit and market potential.
  • Develop go-to-market strategies for each partnership, including competitive positioning and value proposition.
  • Maintain a robust pipeline of potential partners through research, networking, and industry events.
  • Ability to take initiative and execute tasks independently, not just delegate.
• Sales & Monetization
  • Define measurable financial outcomes from each partnership, including revenue targets and profitability goals.
  • Negotiate commercial agreements that maximize mutual value.
  • Collaborate with sales leadership to integrate alliance opportunities into core sales strategies.
  • Track performance metrics and ensure ROI on all partnership initiatives.
• Strategic Relationship Management
  • Serve as the primary executive contact for strategic partners across the region.
  • Develop and execute joint business plans with partners to ensure mutual growth.
  • Maintain alignment between partner strategies and company objectives.
  • Facilitate executive-level reviews to assess progress, address challenges, and expand collaboration opportunities.

Qualifications

• 10+ years of experience in channels, alliances, or business development, preferably within procurement.
• Proven track record of identifying, securing, and monetizing strategic partnerships.
• Strong negotiation skills with the ability to close high-value agreements.
• Exceptional relationship-building skills with C-level executives.
• Ability to translate partnership opportunities into clear business and financial outcomes.
• Excellent communication, presentation, and strategic thinking skills.
• Willingness and ability to travel ~10% with ~2 trips to EMEA per year.

Requirements

• Building a pipeline of high-potential partnerships that align with corporate growth goals.
• Delivering measurable revenue and profitability through channel and alliance strategies.
• Cultivating long-term, trust-based relationships with top-tier partners across North America.

Benefits

• Green Cabbage, the Global Leader in Procurement Intelligence, provides mid-market and enterprise clients with the data and expertise needed to achieve better deals across technology, third-party labor, marketing, and travel & expense contracts.
• Our flagship platform, OneWorkspace, empowers procurement teams worldwide to access Green Cabbage’s precise, governed intelligence.
• At Green Cabbage, we foster a collaborative, high-energy, and growth-minded culture.
• We move quickly, value accountability, and celebrate team wins.