Vice President, Strategic Partner Alliances

Position Overview

With a 30+ year heritage and global offices in Austin, Barcelona, and Pune, Baxter Planning is a dynamic and rapidly growing company setting the standard for planning leadership in the service supply chain industry. With a world class SaaS Platform, BaxterPredict, award winning AI/ML technology (2024 supply chain AI tech of the year) and uniquely positioned Planning as a Service (PaaS) offerings, Baxter enables leading enterprise services businesses to drive 20%+ reductions in inventory while also delivering 20%+ improvements in service levels. Baxter’s customers plan tens of billions in service parts inventory leveraging Baxter’s partnership and technology to ensure they have the right part at the right place at the right time and at the right cost.

In 2024, Baxter Planning secured a majority growth investment from Marlin Equity Partners to further accelerate its leadership position in the Service Supply Chain. Baxter’s prior private equity sponsor, Polaris Partners ($6B in aum) remains a meaningful minority sponsor. Marlin is a growth equity investment firm with $9 billion in aum. Marlin’s experienced investment and operating teams leverage their deep software and supply chain expertise to help driven management teams accelerate growth and achieve their full potential. Marlin is a proven investor in the Service Supply Chain.

Baxter is a privately held company growing 25% annually. Baxter’s staff totals 225 serving an array of global enterprise customers across 4 primary industries: Technology, Medical Equipment, Industrial, and Commercial. A few noteworthy clients include:

• Schneider Electric (France) and the #1 ranked Gartner Top 25 Global Supply Chain in 2023
• Dell Technologies (USA) & Siemens (Germany), both also Gartner Top 25 Global Supply Chains
• NVIDIA (USA) the AI leader
• IBM (USA), a long-term strategic lighthouse customer
• Other logos include Otis, Ericsson, Baxter Healthcare, Coca-Cola, and 50+ other major brands
  
  

Baxter is thriving with the success of its transformational single-product to multiple-product Platform strategy executed following a major acquisition in 2021. This expansion strategy has driven a dramatic increase in average customer ARR from ~$200k 5 years ago to $500k today, including the creation of several $1M+ accounts. While Gross Revenue Retention rates have consistently been 95%+, this platform transformation drove Net Revenue Retention from the historical 100-105% range to 118% in 2023.

As a result of this market and investor success, Baxter is now selectively recruiting a seasoned Strategic Alliances leader to bring a next-generation partnership strategy and playbook. It promises to be a highly strategic, engaging and fun journey!

Role Description

Baxter is selectively seeking an energetic and experienced professional to lead Strategic Alliances. Reporting to the CRO, this role will develop, implement, and execute a clear strategy for building a select group of world class strategic alliances. The right candidate will be a dynamic leader who is motivated to cultivate and drive partnerships and sales teams to continue our long heritage of creating successful customer partnerships. Notably we need a leader who can help us scale the business as we grow from $30M to $100M+ in ARR.

Purpose, Scope And Responsibilities

• Broaden and deepen existing and new alliance partner relationships with the goal to generate new booking growth through co-selling/co-marketing opportunities with or supported by partners
• Develop strategies for new alliance partners, and aid with overall retention, including go-to-market plans
• Produce qualitative and quantitative analyses of product/program performance, aggregate feedback, adjust strategies, and explore new strategic opportunities to launch partnerships
• Develop and maintain milestones and metrics to measure the progress of strategic plans, projects, and programs against organizational goals and objectives
• Maintain direct and active relationships with alliance partners, including proactively resolving business and technical issues and serving as an internal advocate
• Identify and mitigate potential risks associated with partnerships, ensuring the company’s brand, reputation, and revenue streams are protected
• Develop, coordinate, and execute ongoing partner enablement programs to ensure that our alliances are well-equipped with product knowledge and sales tools
• Lead negotiations and deal structuring with potential partners, ensuring mutually beneficial terms
• Knowledge and understanding of the industry structure, competitive landscape, and strategic position
  
  

Requirements

• 15+ years of experience in complex sales, strategic alliances, partnerships and business development in an enterprise B2B business, preferably SaaS
• Outstanding executive-level interpersonal, oral and written communication skills. Ability to establish relationships with executives and team members alike
• Demonstrated understanding of strategic business and financial principles. Experience with revenue models, forecasting, sales metrics, negotiation, operations and cost management
• Strong leadership, analytical, and management skills. Ability to drive results in a matrixed environment across multiple functions
• Flexibility to operate well in a dynamic, high-growth environment
• Impeccable ethical standards and professional behavior
• SaaS industry experience is a MUST. Supply chain and PE/VC experience preferred
• Proven history of working in high-performing teams to align with company culture and core values while ensuring a culture of accountability
• Experience managing the forecasting, costs and overall financials of the alliance function
• Experience collaborating with sales to beat targets
• Based in USA (preferred); Domestic and international travel required
  
  

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