Strategic Partnerships Director

Conviva is pioneering a new category of outcome-centric performance insights. Powered by our planet-scale Operational Data Platform (ODP) and proprietary Time State technology, Conviva connects the entire digital journey—across apps, websites, and AI agents—to reveal not just what happened, but why it happened. 

Our platform specializes in monitoring and optimizing client–agent interactions in production, at scale, ensuring that every engagement is tied directly to measurable business outcomes. This positions Conviva as the trusted performance analytics layer for enterprises embracing agentic AI. 

Yet, the broader market is facing an AI value crisis. Despite heavy investments, Gartner predicts that 40% of agentic AI projects will be canceled due to unclear business value—what we call the “agentic paradox”, where deployments fail to deliver tangible outcomes. Conviva solves this paradox by bridging the gap between AI investments and business impact, enabling enterprises to de-risk adoption, guarantee performance, and unlock new revenue streams through continuous optimization. 

What Success Will Look Like: 

• Strategy & Targeting: Develop and implement a long-term strategy for technology partnerships that drive Conviva’s market expansion and revenue growth.
• Executive Engagement: Lead executive-level engagement, building trusted relationships with senior decision-makers at partner organizations.
• Deal Leadership: Drive complex partnership structures (OEM, embedded, resell, ISV) from sourcing through negotiation to execution.
• Go-to-Market Activation: Collaborate closely with product, engineering, marketing, and sales teams to define integration pathways and deliver joint solutions.
• Alliance Growth: Oversee the health and growth of each partnership, including joint go-to-market execution, business reviews, and continuous value creation.
• KPIs & Reporting: Deliver measurable outcomes such as partner-sourced pipeline, incremental revenue, and ecosystem influence.
• External Engagement: Serve as a key external ambassador for Conviva’s technology, representing the company at major partner and industry events.

Who You Are & What You've Done: 

• 8-10+ years in strategic partnerships, corporate development, or enterprise business development within B2B SaaS.
• A bachelor's degree from an accredited university is strongly preferred; an MBA is a plus. 
• Track record of structuring and closing complex OEM/ISV/embedded partnerships with leading enterprise software firms.
• Strong financial and business modeling skills; ability to build data-driven partnership cases.
• Deep understanding of enterprise SaaS ecosystems (CRM, ITSM, cloud marketplaces).
• Strong knowledge of AI, analytics, and observability platforms.
• Exceptional negotiation, communication, and executive presence; proven ability to influence senior leadership in large organizations. 

Why Conviva: 

• Category Leadership: Define and scale a new category of outcome-centric performance insights.
• Technology Differentiation: Leverage Conviva’s proprietary ODP and Time State technology to deliver insights no other platform can match.
• Strategic Impact: Build transformative alliances with the most influential enterprise platforms in the world.
• Revenue Growth: Unlock new, scalable revenue channels by embedding Conviva into partner ecosystems.
• Market Relevance: Address the AI value crisis by helping enterprises prove and maximize ROI from agentic AI. 

*This position will be based in our Foster City, CA office.

The expected On-Target Earnings (OTE) for this full-time position is $250,000 - $350,000, which includes base