TRG and Inversion6 are built for growth — and the partner ecosystem is one of the most powerful levers we have to accelerate it. As we expand our presence globally, we need a commercial leader who can build the kind of partner relationships that open doors, create pipeline and defend margin.
The VP of Strategic Alliances is that person. This is a highly visible, externally focused executive role responsible for the strategy, cultivation and expansion of TRG and Inversion6's global OEM, manufacturer and channel partner network. The right candidate understands that great partnerships don't just support deals — they originate them. They know how to get us into conversations we weren't invited to, fight for margin at the table and make the call to walk away when the economics don't work.
For TRG, this means deepening and expanding an already strong partner ecosystem. For Inversion6, it means something more — this person will play a foundational role in building the brand's national and international partner presence from the ground up, establishing credibility and commercial relationships in markets where the Inversion6 name is still being written. Both assignments matter. Neither is easy.
Expect to travel. This role is on the road — globally — at least 50% of the time. You'll be equally at home presenting a joint go-to-market strategy to an OEM executive team in Europe as you are in a deal review with our heads of sales mapping where a partnership can move the needle on a specific opportunity.
Essential Functions:
Global Partner Strategy
- Define and lead the global partnership strategy across TRG and Inversion6, spanning OEM, manufacturer and channel ecosystems.
- Build a tiered partner portfolio with clear revenue expectations, performance thresholds and growth milestones at every tier.
- Identify white space — new partnership categories, geographies and alliance structures that expand our addressable market and create competitive advantage.
- Serve as the company's most senior external-facing voice in the global partner ecosystem, representing both TRG and Inversion6 with executive presence.
Revenue Impact & Deal Engagement
- Work directly with heads of sales across both brands to understand pipeline health, deal velocity and where partner relationships can accelerate outcomes.
- Actively leverage the global partner network to generate net-new pipeline — getting TRG and Inversion6 pulled into high-value opportunities before RFPs are written.
- Own the margin conversation: know when to push for better terms, when to negotiate and when the deal structure doesn't work.
- Provide clear, unfiltered visibility to executive leadership on where partnership performance is falling short of revenue targets — no surprises, no spin.
- Collaborate with VP of Sales Operations, who manages distribution relationships and sales support functions, ensuring tight alignment between partner strategy and deal execution.
- Partner seamlessly with marketing team to drive MDF revenue, help strategize co-marketing efforts and ideate on ways we can capture more share of voice in the ecosystem.
Partner Economics & Contracts
- Negotiate annual rebates, co-marketing funds (MDFs) and VIRs with manufacturer and OEM partners globally.
- Oversee sponsorship budgets and partner investment allocations across both brands.
- Manage partner contracts and NDAs in coordination with legal.
- Collaborate with VP of Sales Operations and procurement on purchasing strategy to maximize rebate incentives where partner and distribution activity intersects.
Ecosystem Development & Enablement
- Conduct annual partner business reviews with real accountability — these are performance conversations, not check-ins.
- Develop joint value propositions, co-sell motions and go-to-market playbooks in partnership with sales and marketing leadership.
- Lead TRG and Inversion6 representation at global trade shows, partner summits and key industry forums.
- Serve as the escalation point for partner conflict — pricing disputes, deal registration, demos, RMAs and competitive situations.
- Work with sales leadership across both brands to identify hardware and service gaps where OEM and manufacturer relationships can fill or accelerate offerings.
Executive Collaboration & Reporting
- Serve as the connective tissue between the global partner ecosystem and TRG and Inversion6's sales, marketing and executive teams.
- Deliver executive-level presentations on partnership strategy, market positioning, competitive landscape and program performance.
- Contribute meaningfully to revenue forecasting conversations — knowing when the partner pipeline supports our numbers and when it doesn't.
Qualifications
- 12+ years in partnerships, business development or channel leadership in a technology reseller, OEM or manufacturer ecosystem.
- Documented track record of building global partner programs that generated measurable revenue — not just headcount and logos.
- Deep fluency in channel economics: rebates, MDFs, deal registration, margin structures and OEM commercial frameworks.
- Experience operating across global markets; EMEA or APAC exposure strongly preferred.
- Executive presence — the ability to present a compelling joint business case to a partner's C-suite and translate it into action with a sales team the same day.
- Outstanding presentation and communication skills; ability to make complex commercial concepts land clearly with any audience at any level.
- Comfort building from scratch — particularly relevant for Inversion6's emerging global partner presence.
- Proficiency with Salesforce CRM.
- BA in Business, Sales, Marketing or relevant field; MBA a plus.
Performance Requirements
- Domestic and international travel expected at 50% or greater.
- Must maintain reliable availability across time zones as global partner schedules demand.
- Must be able to clearly and confidently communicate with employees, clients, partners and executive stakeholders across both TRG and Inversion6.
- Must adhere to all company values at all times.
Physical Requirements
- Must be able to visually read written and digital information.
- Must be able to receive detailed information through oral communication.
- Sustained travel including air travel, driving and on-site partner visits.